Sales Development & Effectiveness

Increase revenues from the existing sales network.


When you should think about our services?

  • Do you think your Sales force could bring more revenues?
  • What in fact are they doing at work? Are they using the time effectively?
  • Is you Sales staff motivated enough?
  • Do you think your Sales force has adequate competences?

The Sales Force Efficiency is multi-dimensional approach to:

  • teach your Sales staff to sell more,
  • organize your Sales,
  • build effective incentive system.

Our methodology consists of three phases:

I. Analysis.

    1. Sales team:
      • Assessment of sales competence and negotiation skills,
      • Verify the effectiveness of building long-term relations with clients,
      • Analyze communication within the team and between the team and the company,
      • Use of available sales-work tools,
      • Check the effectiveness of performing sales tasks,
      • Assessment of motivation and attitude,
      • Team vs management – how decisions are made,
      • Assessment how the team is managed and how reports to the team leader,
      • Work organization.
    2. Sales team leader:
      • Analyze the way the team is managed – methods, tools, style,
      • Check the team’s work organization,
      • Strengths and weaknesses – personal characteristics,
      • Observe the sales meetings with the Clients,
      • Verify the way of leading meetings with the team – preparation, leading,
      • Contact of the team leader with the Board – regularity of the meetings, information exchange,
      • Analytical and reporting tools at disposal – using them,
      • Evaluation of communication and involvement.
    3. Incentive systems
      • Financial incentive – analysis of the system’s design and its effectiveness in achieving goals,
      • Non-financial – review of tools used and their impact on the team.
    4. Reporting system:
      • Analysis of available management information,
      • Assessment of the level of utilization and correctness of conclusions.
    5. Sales channels:
      • Analysis of sales channels and their effectiveness,
      • Assessment of growth potential in individual channels and search for synergies.
    6. Sales support:
      • Tools available to support sales staff,
      • Assessment of their effectiveness and costs.
    7. Review of commercial offer and its positioning in the market in relation to competitors.
    8. Preliminary analysis of selected market sectors: dedicated products, industry:
      • Determining the potential of market sectors and customer expectations in these sectors,
      • Analysis of product and production capabilities – competitive advantages,
      • Outline of market entry possibilities in the analyzed sectors.

II. Diagnosis and proposed solutions.

  1. Diagnosis based on the analysis of individual elements from phase one.
  2. Proposals for improving work efficiency in the elements listed above and possible synergies to increase business.
  3. Possibility of constructing a new sales model if the analysis phase shows that it is necessary to change the business acquisition model.

III. Implementation

If the change proposal is accepted for implementation, we offer implementation support according to the plan agreed with the Board. This also means the possibility of taking over the role of the Sales Department Manager for a specific period of time in order to effectively implement the changes.

So, why not sell more if that can be a low hanging fruit?


Selected project cases:

150% more good sales managers and 21% more sales

Selling more – proven possible