Sales


Sales Resulting


Situation

  • Sales decline, the expected returns are not achieved
  • No success despite intensive consulting/training/coaching
  • Market position is weakened, competitors do better
  • The product (solution) to be utilized is not placed successfully in the market despite attractive potential
  • The company has ambitious, realistic goals but the sales staff lacs motivation, bite, motivation, the willingness to change
  • Lack of familiarity with excellence in strategy development at the managerial level

solution

  • New, systemic sales approach: Result Framing
  • Similar to the GPS guiding you in your car, outside sales/the selling team guides you to success
  • The method works with guide rails focusing systematically on the RIGHT things: potential, customer, time, decision makers, sales levers
  • Outside sales staff/the selling team must not (!) change, the Result Framing method mandatorily guides toward the right focus
  • The first successes are visible in
    3 to 6 months
  • This method of Sales Resulting is sustainable and reacts flexibly to the dynamic of the market

Result

  • Sales/revenues increase significantly above market trend, reach/overshoot set targets
  • The (1) potentials with high profitability are selected for your company
  • The (2) customers with a high affinity for your solution are supported at the right (3) time from among potentials
  • The (4) decision-makers and deciders are chosen that place orders in reality
  • The (5) creative key levers for creative solutions and relations as well as adequate steps impress your customers

Strategic Sales


Situation

  • Overly ambitious, challenging sales/profit targets
  • Sales and profit decline
  • Managing a fiscal year
  • Sales staff is of low quality
  • New markets demand new acquisition changes
  • Two sales teams are combined
  • Structural reorganization
  • Managing a branch
  • High management turnover results in unrest and insecurities

solution

  • Idea: what is the supporting business idea, solution/product, and target group, the reason why
  • Potential: which market segment, which niche will secure profit
  • Target: which qualitative and quantitative targets describe priorities
  • Point of difference: what’s the difference, how can potentials
    be conquered
  • Keys: which specific steps are critical success factors in the
    fiscal year

Result

  • Increase in profits
  • Achieving business targets
  • Long-term, strategic security
  • Successful sales management
  • Sales motivated by success
  • Secure workplaces
  • Measurable, reviewable results
  • Differentiation from competition

Winning new customers


Situation

  • Conquering new markets
  • Establishing new solutions and products
  • Preventing regular customer collapse
  • Preventing natural loss of customers
  • Lethargy: farming instead of hunting
  • Strategic targeting new loyal customers
  • Preventing one customer from excessively dominating overall profit

solution

  •  New acquisition method
  • Attractive potential
  • Targeted customer structure
  • Selection of the right customers
  • Pool of ten: acquisition barometer
  • Change customer with clear failure
  • Three-level monthly feedback

Result

  • Increase in profits
  • Realization of business targets
  • Provide long-term, strategic security
  • Manage sales successful
  • Sales motivated by success
  • Change the environment, not the sales staff
  • Win new customers
  • Achieve measurable, reviewable results

Expanding existing customers


Situation

  • Manage severe threat from competition
  • Establish new products/solutions
  • Establish significant growth potential
  • Manage intensive change of decision-makers

solution

  • Identify and utilize potential growth opportunities among existing customers
  • Make a Political Poster (relationship)
  • Establish Point of Difference (competition)
  • Utilize storytelling (service)
  • Establish creative lever (content/relationship key)

Result

  • Increase in profits
  • Realize your business targets
  • Establish long-term, strategic security
  • Manage sales successful
  • Sales motivated by success
  • Secured workplaces

Charismatic appearance


Situation

  • Relationship networks are not satisfactory
  • Competition is more impressive
  • Solutions are insufficiently personalized
  • Sales staff is not charismatic enough
  • Presentations are below average
  • There is overall poor attitude: lethargic, paralyzed, etc.

solution

  • Experiencing the significance of self-management
  • Becoming aware of one’s own thought and behavioral patterns
  • Developing conditions on how self-initiative, self-responsibility, risk tolerance can be promoted
  • Helping the individual to experience answers to questions

Result

  • Joy and enthusiasm is created among your staff, which improves performance and work quality
  • Endless justifications, accusations, problems, conflicts and the associated loss of time cease to exist
  • Paths to more self-motivation, self-organization, and self-monitoring are found