Buyers are rapidly becoming more sophisticated, demanding and through information technology have good sources of purchasing buying decision-making information at their disposal. Selling organisations have been generally slow to respond to these changes and have largely not structured their selling organisation to meet the needs of their customers. The needs of the customer reach beyond the product or service offering and a business should consider the way that it sells as vitally important and a possible source of competitive advantage. Sales people can be considered to be more than direct marketers but in a consultative selling environment they should be in a position to deliver added value to the customer.
We analyse the sales structure of an organisation and more importantly assess the effectiveness and efficiency of the entire sales set up which will provide the basis for making recommendations on the shape and size of the sales force, the sales approaches, the channels adopted and then work with our clients to implement and facilitate change and support this through periodic reviews.