Optimize sales productivity
For maximum value creation
Optimize sales productivity
For maximum value creation
B2B sales
The realm of B2B sales is undergoing significant changes. Customers now have higher expectations, having become accustomed as consumers to the online purchasing experience. They are better informed and seek information when they desire it, not when you, as a salesperson, want to provide it. They are willing to make purchases without direct face-to-face contact with sales representatives, and no longer look forward to having coffee with account managers. Sales needs to focus more on activating the latent needs of the customers, often in close collaboration with marketing, although these have traditionally been two separate departments within many organizations, each operating from their own ‘silo’. Salespeople themselves are changing too – newer generations are more in search of meaningful work and expect a different kind of management from sales management.
Attracting and retaining talent in a tight labor market is crucial. In short, the challenges for sales management are substantial. An important theme for the coming years is the enhancement of sales productivity.
Influenced by macro-economic developments (less growth), it has already become difficult for many companies to create value from an ever-increasing revenue at higher margins.
The realm of B2B sales is undergoing significant changes. Customers now have higher expectations, having become accustomed as consumers to the online purchasing experience. They are better informed and seek information when they desire it, not when you, as a salesperson, want to provide it. They are willing to make purchases without direct face-to-face contact with sales representatives, and no longer look forward to having coffee with account managers. Sales needs to focus more on activating the latent needs of the customers, often in close collaboration with marketing, although these have traditionally been two separate departments within many organizations, each operating from their own ‘silo’. Salespeople themselves are changing too – newer generations are more in search of meaningful work and expect a different kind of management from sales management.
Attracting and retaining talent in a tight labor market is crucial. In short, the challenges for sales management are substantial. An important theme for the coming years is the enhancement of sales productivity. Influenced by macro economic developments (less growth), it has already become difficult for many companies to create value from an ever-increasing revenue at higher margins.
The seven drivers for improving sales productivity
The seven drivers for improving sales productivity
Focus on the ‘right’ customers with a sharply defined value proposition.
Optimize the structure of the commercial organization.
Continuous attention to the reduction of ‘waste’ within the sales processes.
Encourage and measure the development and growth of the sales team.
Management focused on improving the team and on performance management.
A sales team that is inspired and motivated, attracts and retains talents.
Ultimate customer experience and its continuous improvement.
A proven solution
A proven sales strategy at a leading electric motor company
Under the guidance of Selas & Partners, this leading electric motor company underwent a profound transformation in their sales strategy and organization. Aiming to strengthen their market position, improve market penetration, and bring clarity in responsibilities within the sales process, the company implemented significant changes in a short period. New value propositions were defined, an improved sales organization was set up, and revamped sales processes were implemented. Thanks to this strategic review and expert guidance from Selas & Partners, the electric motor company has renewed and optimized its market approach, resulting in a stronger and more competitive position in their sector.
A targeted approach to market development with Selas & Partners
A few years back, our company took the strategic step, under the leadership of Selas & Partners, to refine our approach in the after-market domain. Through a thorough sales assessment, Selas guided us in implementing the Bensaou model. Additionally, they provided support in content creation to strengthen our value proposition and measured our sales program by validating various crucial steps such as the drafting of account plans, and the implementation and utilization of a CRM system. Their expertise brought us a healthy challenge in the area of account and sales management. This year, we invited Selas & Partners again for a reassessment of our current sales organization. They not only identified the gaps but also advised on creating support within our organization. Thanks to Selas & Partners, we have been able to lay a strong foundation for further market development and are better positioned to realize our ambitions in the after-market domain.
Thanks to the Selas & Partners approach in Sales Management, we have improved our sales productivity. With the insights from the Selas Reality Check and their approach in Business Development, we have set up a smart strategy for market approach. This helps us set the stage for a successful expansion in Flanders. Together we are confident in our ability to seize new opportunities and achieve significant growth.
In 15 months, Selas & Partners fulfilled the directing role in achieving a new market-based working relationship with the 6 asset owners at Chemelot. Objectives of the assignment were mainly focused on professionalizing the method of collaboration, increasing the quality, effectiveness and efficiency of the services and measuring the performance of the collaboration and services (Engineering, Maintenance, Turnarounds, Sourcing Goods and Spareparts) and this from the perspective of the role as Managed Services Provider.
Selas & Partners helped us tremendously with the development and implementation of the Service Level Agreements, and their expertise and methodology in the field of Sales and Contract Management benefited us greatly. Hereby, I would like to thank Selas & Partners for their professional approach and support during our transition program.
Based on a sales assessment Selas & Partners guided us in our Aftermarket domain by implementing their Bensaou model, organized content support to develop the value proposition, measure the sales program by validation different steps (account plans, implementing & usage of CRM, other) and gave a thorough challenge on account & sales management.
Based on a sales assessment Selas & Partners guided us in our Aftermarket domain by implementing their Bensaou model, organized content support to develop the value proposition, measure the sales program by validation different steps (account plans, implementing & usage of CRM, other) and gave a thorough challenge on account & sales management.
Selas & Partners visualized the current sales effectiveness of Batenburg and defined the new sales excellence program, including value proposition for our new approach in smart industry for the mechatronics market.
Why Selas & Partners?
Download our Point of View for free!
Curious about how you can apply the seven drivers in your company? Then download our Point of View (available in Dutch)! It has been proven in practice that paying attention to these seven drivers not only increases the productivity of your sales department, but also contributes to addressing the previously mentioned challenges in the world of B2B-sales.
Selas Reality Check
The Selas Reality Check is specially developed to provide insight into the current situation and the opportunities and possibilities. Understanding the current situation is therefore crucial – where are we now? So that this can be compared to the ambition – where do we want to go and how do we get there? The Consider & Decide workshop helps to then make the choices about what needs to be done to realize the organization’s ambition.
Contact us for more information or to schedule a Reality Check!
Have a chat with us!
Do you want to build a business-driven organization? Or improve the performance of your team? Contact us!
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