Are your sales not exhausting their potential? It is often unclear what the obstacles are. We identify the most important influences and optimize them with an individual sales program.
Do you know the quote from marketing guru Philip Kotler? "The sales department isn't the whole company, but the whole company better be the sales department. This is exactly how we achieve Sales Excellence. We help you to align your company in a sales-oriented way and to exploit your revenue potential. Experience has shown that there is room for improvement in various areas: in addressing customers, in the sales organization and in new target markets.
Winning and developing customers
New customers and existing customer relationships are equally important. In practice, however, one of these two groups is often neglected. We build up the competencies of your sales department, from establishing initial contacts to professional needs analyses to maintaining and expanding customer relationships.
Recognizing the potential of digitization
Sales must face up to the megatrend and develop new sales approaches in view of changing customer requirements. This often involves hybrid or integrated approaches that transform the buying process in many ways.
Anchoring and living customer orientation
Of course, your sales department is customer-oriented. But is that enough from the point of view of your target groups and in a tough competitive comparison? The decisive factor is the consequence of an often individual attitude for the entire sales system, i.e. for organization, controlling and incentives. Only the conclusive interaction brings the additional competitive advantage and the desired results.
Increase sales productivity
Established structures are not always the most effective. We help you to optimally distribute customers, product ranges and tasks among your employees and to focus on the most promising markets. In this way you avoid reactive services.
Initiate new power
When you reach your growth limits, you need a "boost" to reach the next performance level. Only a systemic approach, i.e. a clever composition of different success factors, is the guarantee for the success of this strategic initiative.
Conquering new markets and customer groups
At the latest when a product or service has established itself with a customer group, it is time to conquer new markets. This means addressing new regions, developing new target groups or expanding sales via cross-selling.
People make companies successful.
That is why we focus on the individuality of every single employee. How?
Our Sales Excellence consultants are specialized in discovering and releasing hidden revenue reserves. They examine sales from different perspectives: company and employee related, external and internal. This results in potential for working in the market and with customers, for the organization and for controlling and of course for the employees themselves.
Sales Excellence Audit
Knowing exactly where you stand is often the first step towards a sustainable realignment of your sales organization. A focused or a holistic analysis of the essential success factors will show the potentials. This involves all perspectives: The management and sales staff, but also those of existing and potential customers. The identified approaches lead to a significant increase in sales productivity and the achievement of strategic goals.
Customer experience
Only when you understand your target groups can the sales structure be optimized. Who are your customers and what do they expect from you? How do you position yourself against the competition? Which sales channels can you use to reach your customers and what role do online businesses play in this? These and other points need to be reviewed and updated regularly.
Sales management
In the area of sales management, the focus is on optimal conditions for productive sales. Some examples: You profit from lower jump-off rates in the Sales Funnel. With smart compensation systems the incentives for your distribution. Substantial management requires exact key figures and customer value systematics. The optimal assignment of tasks to competencies motivates your employees.
Key account management
Major customers deserve great attention. Your key account managers are particularly challenged by this. We provide them with skills that make their work even more successful. In addition, we support them with a sales concept that is geared towards key accounts and ranges from strategy, products and processes to communication and controlling. We integrate this concept into your overall organization.
Alongside the professional qualifications and many years of career experience held by our consultants in leadership, sales, and consulting positions, all PAWLIK consultants possess sound knowledge for the application of a Prof. Julius Kuhl potential analysis. We are one of the few consultancies in Germany that are entitled to apply this potential analysis.
„Sales excellence is created when sales targets, strategies, and skills all correspond without contradicting each other and when blind work is avoided. Is the sales team working toward its goals coherently? Is it concentrating on the key success factors? We focus on these questions in our sales audits. Together with our clients, we carry out corrections only at the points that are relevant.”
For us, “making it happen” means helping you turn your company goals into results. We transform organizations into coherent systems and develop the personal potential of employees. We use the latest scientific research results as a basis for this.
Each year, we invest five percent of our revenue to learn about learning. We are happy for our clients, partners, and other interested persons to share in our findings.
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