Sales Management

     The most important task of a sales leader is to lead how salespeople use their time. But what happens when there are multiple sales leaders and the whole organization needs to work together?
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    What we believe in:

    Harmonisation and standardisation are not synonymous.

    Harmonisation, i.e. the direct copying of policies, rarely works.

    Instead, the key is to set floor-level lowest common denominators for what you do - this is often the key to success.

    We help to standardise the necessary number of things, leaving room for personality, personal way of doing and application.

    To whom and when:

    • There is a need to standardize operating models across business units in sales leadership.
    • Sales channels should work together to help the customer—not operate independently in silos.
    • P.S. If your sales is led by one person (maybe you), and you’re looking for support in building your sales playbook, take a look at the Sales Leadership Coaching Program.

     

    What we focus on

    Strengthening the leadership that enables growth

    We support business growth and profitability.
    We will strengthen the desired management culture and create common sales management practices.
    We are tuning sales management system to support profitable growth.
    We will increase the visibility of management and its ability to lead strategy through the organisation.

    From our customers' perspective

    "It's easy to change the commission model, reporting or measurement in a sales organisation, but what about changing what salespeople do from morning to afternoon? That's a huge change."

    Antti Tukia Chief Customer Officer, Fonecta

    "Management is more straightforward and decision-making has become even faster. In addition to the new organisational model, we also got the sales coaching we needed."

    Timo Ala-Heikkilä CEO, VEO

    Read our customer stories

    Fonecta – 60% myynnin kasvu

    ”On helppo muuttaa myyntiorganisaatiossa provisiomallia, raportointia tai mittaustapaa, mutta entä sen muuttaminen, mitä myyjät tekevät aamusta iltapäivään? Sehän on valtava muutos,” toteaa Fonectan myyntijohtaja Antti Tukia.

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    VEO – Organisaatiomuutos kannattavuuden parantamiseksi

    VEOlla on ollut historiallisesti kolme liiketoimintayksikköä, joissa jokaisessa oli oma johtoryhmä ja myyntiorganisaatio. Yli 30 vuoden historian aikana näihin yksiköihin oli kehittynyt omia toimintatapoja, joiden ansiosta VEOn oma tuotanto-organisaatio sai kolmelta sisäiseltä asiakkaalta kolmenlaisia dokumentaatioita. Lisäksi ajoittain oli nähtävissä osaoptimointia myynnin suhteen, ja asiakkuuden yhteishoidossa oli nähtävissä tasonnoston mahdollisuus.

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    Our people

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    Does this sound like something we should discuss?

    Book a 30 min appointment with one of our consultants to discuss your situation. The meeting is free of charge.

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