The changing market environment and intensified competition has led to more demanding customers and pressure on prices causing a sharp slowdown in income growth and lower profit margins. Longer sales cycle, more demanding customers and the difficulties in making sales necessitate a competent sales force. Thus efficient sales processes and the technology enabling these processes become more important.
Selling does not equal a short phone call followed by a face-to-face sales pitch and a signed contract; the truth is that effective selling begins well before the first phone call and continues long after the pitch is delivered and the deal is signed. Today, selling has become highly strategic as it aims to sustain longer-term relationships with customers and adopt innovative methods and technologies for that purpose.
Source www.deloitte.com
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Sales organization model structuring and KPIs/ ROI modelling. Selecting and implementing suitable sales automation technology to increase control levels, tracking, and transparency.