Your Sales Excellence Objectives: Growth

The end goal for any commercial organisation is the same: growth – Margin growth or Revenue growth, for either new or existing Customers. The challenge usually starts with identifying the pockets of growth and then planning and executing what is required to realize that value potential.

Gaining new Customers will allow an Organization to “Grow with New Business“, whilst in parallel, they can also “Grow with Existing Customers” by cross-selling and up-selling into the existing Customer base.

A pricing scan is usually a good starting point to identify the potential for Margin Growth in both new as well as existing contracts.

Sales Excellence: A High-Performance Organization

With a Plan in place, it all comes to to execution which requires:

• a high-performance Sales organisation: the engine that will be able to deliver your planned growth – Management, Processes, People & Tools
• Effective Performance Management to accelerate your team’s results: the key driver to build momentum in adoption and to assure that management takes the driving seat in realizing the anticipated value

the Digital Transformation of Sales & Marketing: Leverage New Technology Capabilities

New Technologies offer the opportunity to innovate the way of working through the effective adoption of new systems and tools (e.g. CRM)

In addition, they provide the means that are required to address changing Customer expectations in the buying journey.