MakoLab Consulting | SalesForce Development & Effectiveness

Sales Force 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?
Are you Sales Force motivated enough?
Do you think your Sales Force has adequate competences?

The Sales Force Efficency is multi-dimensional approach to:

teach your Sales Force to sale more
organize your Sales
build effective incentive system

Our methodology consists
of three phases:

Analysis

1. Sales team:

Assessment of sales competence and negotiation skills,
Examination of effectiveness of building long-term relations with clients,
Analysis of communication within the team and between the team and the company,
Use of available work tools,
Examination of effectiveness of performing sales tasks,
Assessment of motivation and attitude,
Team vs management – how decisions are made,
Assessment how to manage the team and how to report to the team leader,
Work organization.

2. Sales team leader:

Analysis of the way of management – methods, tools, style,
Organising the team’s work,
Strengths and weaknesses – personal characteristics,
Conducting sales meetings,
Way of leading meetings with the team – preparation, leading,
Contact of the team leader with the Board – regularity of meetings, information exchange,
Analytical and reporting tools at disposal – using them,
Communication and involvement – evaluation.

3. Motivational systems

Financial – 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 salespeople,
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 martek sectors potential and customer expectations in these sectors,
Analysis of product and production capabilities – competitive advantages,
Outline of methods of market entry in the analysed sectors.

Diagnosis and proposed solutions

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

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

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