Sales & Marketing Management

Sales and Marketing management play an important role in optimizing the performance of the “revenue engine.”  The revenue engine is a system that needs to be designed properly and monitored for proper performance.

Successful organizations align the sales force size and skills with the go-to-market strategy and targeted customer segments. Sales processes and motivation/incentive programs encourage the desired behaviors and are aligned with the overall financial objectives of the company.  Collateral materials are compelling, with the messages aimed at the buying values of the targeted market.   High-performing companies routinely monitor a number of performance metrics to spot and correct problems.  Markets, customers and competitors change. When they do, sales and marketing organizations react as changes will likely have implications on their strategy and practices including messaging, pricing, size of the sales organization, use of third-party channel partners, sales support resources, sales tools, sales skills and incentives.

We help sales and marketing organizations cope with these issues in several ways. We have deep experience in evaluating the management processes in both sales and marketing organizations including their structure, skills, deployment, motivation and personnel management. We are highly effective at identifying performance metrics for sales and marketing functions and reporting that will isolate potential trouble spots before they hinder achieving revenue targets.  Our Nine Voices of the Market^TM methodology helps us quickly obtain objective information about market, customer or competitor changes requiring sales and marketing management attention. We help implement the recommendations we make. Our services include:

• Sales Force/Strategy Alignment
  • Skill/will assessment to identify/align hunters and farmers
  • Sales and Marketing recruiting/development practices

Illustration of Skill/Will Assessment Matrix

• Sales/Marketing Practices
  • Targeting high-potential prospects
  • Playbooks and account/territory planning
  • Maximizing client-facing time vs. internal administrative tasks
  • Customer profitability and pocket margin analysis
  • Lower-cost sales/service models
  • Solution and value selling
  • Selling up into the “C” suite
  • Expanded approaches for lead generation
  • Tiered service levels and incentives for distributors
  • Standard tools, collateral and training

• Sales Force Motivation
  • Compensation system analysis and redesign
  • Beyond cash motivational systems
  • Formal performance evaluation
  • Turnover analysis and reduction

• Monitoring/Reporting
  • Standardized sales/marketing metrics
  • Competitor intelligence
  • Sales and marketing expenditures analysis
  • Sales pipeline
  • Customer win/loss analysis and reporting

Illustration of Customer Win/Loss Monitoring Process

If you would like to discuss how we can help address your sales and marketing management issues, please contact us to tap into our experience and expertise.