Consulting

Introduction

Our consulting practices are designed to accelerate & improve quality of sales, measurably improve strategy execution, and strengthen the human resources needed to deliver results.
We work with intact teams and customize time tested processes to our clients’ business needs, and hand hold them to achieve results.

Programs

Execution Excellence Consulting

The Art & Science of consistently achieving your organization’s most important goals

Strategy is as good as its execution. But sustaining execution is tough because it needs to be done by many people over time.

It needs more than setting goals, assigning people and measuring progress. Every organization does that. The missing links are the lack of clarity, commitment, work breakdown, empowerment, synergy and accountability. It’s about harnessing the day-to-day behaviour of the people assigned to the task.

Research including thousands of white-collar employees shows only 15% could identify their organizations top priorities, and they spend only half their time working on them. Clearly, not enough is done in this area.

Our consulting model consists of 4 parts that connect goals with people and what they do to achieve them.

They are

  • Focus on the Must Win Battles
  • Act on Leading Indicators
  • Create compelling scoreboards
  • Build a Rhythm-of-Business

Using this model, we have helped 50+ organizations achieve better execution, and improve business results.

Takeaways

This engagement is for organization or teams that wish to improve business results.

  • Consistent, repeatable, & scalable execution model
  • Focus on ONE must-win objective
  • Align goals & behaviours with objective
  • Engage teams to maximize impact
  • Rigor of reviewing execution, not just results
  • Agility in execution; fast response time

Time required

  • Period of engagement 6-12 months
  • Elapsed engagement time 15-20 days

Investment

  • Based on project scope

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Sales Excellence Consulting

Building sales operations that give you scalable and predictable sales performance

Sales requires skill, and in a sense, it is an art. But to grow sales with limited resources, or when working with large opportunities, using data and science are a must to determine where and how to use that art for maximum impact.

Our Sales Excellence Consulting practice addresses 4 key areas.

The 1st is how your customer space is organized. This includes the overall market, the parts you want to address, and the ways in which you club your customers so that they represent a relatively similar set of buying preferences. This helps you assess the size of your market, your preferred customers, their buying behaviours, and their revenue potential.

The 2nd is the most optimal ways in which you can organize your sales teams and channels to address your identified customer segments to maximize your reach. This includes framing sales policies, designing variable compensation models and determining sales competencies and skills.

The 3rd is aligning your outreach with the organization you have. This can include direct and indirect outreach planning, as well as the marketing messages best suited to each customer group.

The 4th is account planning, value creation, revenue & pipeline management in your accounts.

Takeaways

This engagement is for organizations that wish to structure or re-structure their sales models or re-think their current sales policies.

  • Market-sizing & addressable markets
  • Segmenting your market & revenue estimation
  • Organization structure & sales compensation models
  • Direct & indirect go-to-market strategies and channel policies
  • Designing campaigns for identified segments
  • Account planning models
  • Pipeline management models

Time required

  • Period of engagement 6-12 months
  • Elapsed engagement time 15-20 days

Investment

  • Based on project scope

Get in Touch

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