Traditional sales approach has lost its power not as customers rapidly shift their decision making and buying habits, and also big data and advanced analytic tools sophisticate sales activities. Expectations of customers in B2B and B2C sectors are converging at the same need of “the best customer experience” like more self-service capabilities, customization/personalization or more technical expertise. Big data, digitization and globalization trends are the most powerful trends effecting how sales organizations should transform. For a sales transformation ending up in sales excellence, companies not only have to invest in technology but also people, process, and organization.
Orbis helps its clients with a structured four step sales excellence method:
1. Increase sales effectiveness:How much time do your sales representatives spent on sales activities and what is the effectiveness of their interaction with their customers? Simplify your sales operations, provide tools to optimize and measure the results.
2. Centralized sales support functions: Functions like proposal preparation, price calculation, CRM, reporting, data analytics,
3. Leverage leads from digital channel: How much would you save if 30% of your leads are coming from digital channel rather than traditional sales channel? Most of the global leaders targets more leads from digital channel in 3 years. Create a strong digital strategy.
4. Talents and the leader: Get the right talent in place, develop a development program, set targets and incentives and let the leader manage change, coach and drive execution excellence.