Overview

A Go-to-Market strategy cannot be implemented and generate real results without Sales Governance that reflects priorities, realigns incentives, and adapts to the commercial characteristics.

In businesses, sales procedures frequently evolve experimentally and progressively. This organic style of development sometimes leads to enormous disparities in the performance of teams and the markets in which they operate. It also makes it harder to identify and use the best sales strategies across all teams and to increase the overall service quality.

The following are some of the indications that a company’s sales processes and governance are not standardized:

  • Sales teams spend too much time on internal tasks, rather than "in the field" conducting their core selling, relationship management and analytical tasks.
  • Difficulty in achieving sales quota due to a lack of apparent "field time"
  • Lack of standardisation among teams or divisions, as well as varying service levels across territories / zones
  • Low visibility of sales team actions, poor KPI tracking, and misalignment of commercial priorities.

Overall, these issues are indicative of an inability to implement the Go-to-Market Strategy. Without the proper sales practices, processes, tools, and key performance indicators (KPIs) to support the strategy, sales performance will inevitably decline, and company growth may stagnate.

How We Do?

We assist our clients in establishing a governance model that is focused on meeting customer needs and improving service quality.

The primary objectives of a Sales Governance project are to provide a higher level of customer service and to reorganize and prioritize the sales teams’ efforts based on the varying needs of the customers.

To assist our clients in delivering these capabilities, we assist them in:

  • Establish a governance model for the Sales department, ensuring alignment, communication, and collaboration.
  • Define distinct roles and responsibilities within the team hierarchy and across interactions for sales, commercial and marketing, and also streamline interactions with other support functions.
  • Ensure a culture of continuous improvement by enhancing key processes to produce a "method" that allows for individuality as well as the adoption of the best practices of top performers.
  • Integrate CRM processes and tools into the routine of the sales team.

Expected Outcome

Sales Governance projects are advantageous for the organization, the sales force, and the customer.

Company

  • Planning, Execution, and Management for all regions/market segments
  • Best practices are easier to identify and disseminate when a sales model is replicable.
  • Ensures Knowledge management

Sales Team

  • Planning with unambiguous and uniform goals
  • Greater team orientation and cohesion
  • Tools that facilitate daily living and information sharing
  • There were interconnected rituals between the various levels of the organisation.

Customer

  • Service tailored to the needs of c customers
  • Improved Standard of service and enhanced customer management by the entire sales force.
  • Relationship and closeness with the customer
Want to learn more about how we can help you in Sales Governance ? Get in touch. We’d love to hear from you.
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