Kienbaum Management Consultants. Sales Management

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Lorraine Dorsey
10 years ago
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1 Kienbaum Management Consultants Sales Management

Sales success arises through the integrated management of all internal and external influencing factors Successful sales management must embrace all spheres of activity» 5 Individual competency

2 Sales success arises through the integrated management of all internal and external influencing factors Successful sales management must embrace all spheres of activity» 5 Individual competency development potentials regarding know-how and leadership behavior can be formulated after the introduction of management and incentive models 1» We can achieve significant sales optimization and management results in a short period of time through the inclusion of all spheres of activity and the utilization of proven sales analysis instruments Formulation of development potentials Sales analysis» 4 Efficient international rollouts of optimization and management measures take important regional customization instruments into account International rollout Sales managem ent Sales strategy and sales incentive system Sales network optimization 2» Comprehensive experience in the application of operative optimization measures drives the successful implementation of sales network structures 3» Sales strategy is the foundation for successful sales management - effective combining with an incentive system leads to a functioning total construct Our integrated approach allows for the efficient realignment, effecting a powerful sales organization 2

3 1. All crucial parameters are considered when deriving the core spheres of activity for sales optimization and management purposes Sales performance-influencing parameters» Customer typology» Historical development» Own proportion of products» Wishes and satisfaction 1 Customer» Process landscape» Role models» Use of advertising» Management systems» Office support» Population structure» Industry density» Customer structure 3 Processes / systems 2» Proportion of active sales time» Performance data» Sales approach (observation days of daily work) Region Employees Competition 3

1. Proven sales analysis instruments are deployed to achieve significant analysis results in a short period of time Sales optimization instrument examples Management system evaluation Customer

4 1. Proven sales analysis instruments are deployed to achieve significant analysis results in a short period of time Sales optimization instrument examples Management system evaluation Customer portfolio analysis Region evaluation Overview of management systems within sales processes Clustering by region, maturity level, market share Generation of region profiles as input factors for benchmarking comparisons Employee performance Employee survey questionnaire Team workshops Mapping of employee performance as the foundation for success factor determination Activity and time management analyses Qualitative strengths/ weaknesses workshops 4

5 2. Kienbaum commands comprehensive experience in the operative implementation of sales force optimizations Operative optimization measure examples Customer support concept optimization Sales support process optimization» Customer segment detailing and specification of support strategies» Lean managementbased sales optimization to minimize inefficiencies Revision of regional divisions Further development of the management system» Potential-based redefinition of sales regions» Integration of the optimization program into the management instrument set 5

3. The sustainable success of incentive systems and sales management is achievable only in unison with all necessary elements Sales management facets Sales incentive system A B C D Sales controlling

6 3. The sustainable success of incentive systems and sales management is achievable only in unison with all necessary elements Sales management facets Sales incentive system A B C D Sales controlling and CRM Clear roles and responsibilities Defined customer structure Successful behavior standards Sales strategy Successful sales management is founded upon sales strategy; the development of all columns in synergy with an incentive system is required for a functional total construct 6

evaluation International role model definition Local adjustment ranges International incentive

7 4. International incentive system rollouts incorporate instruments allowing for regional customization Systemic feedback loops ensure implementation level transparency A B C Incentive map evaluation International role model definition Local adjustment ranges International incentive system features Feedback loop for regional implementation of the central model Total CZ NL IT 68% 37% 82% 45% 64% 7

8 5. Individual training measures and leadership emphasis can be derived from the sales management system Example: Funnel logic applied to the deriving of developmental needs from management and incentive models KAM Type Funnel Description 1 Lazy Guy 5 Mio. EUR 5m 5m KAM cites low customer potential, as he/she only concerns himself with safe existing customers which lead to easy deals Measures derived Competency training» Business development training Management» Altered leadership needs: necessary focus on acquiring new customers; close management of sales efforts 2 Target KAM 50m 5m KAM cites realistic customer potential and serves existing customers as well as new customers» No competency training need» Reinforcement of correct behavior 3 Diligent but without success 100m 1m KAM overestimates customer potential and is diligent in customer acquisition, however can not close the deal on most projects» Competency deficit, lacking closing skills, i.a.» Altered leadership needs: Support in closing deals or tandem training with a deal closer to teach sales closure The transparent results generated by the funnelling process allows each key account manager and corresponding management to draw conclusions on individual competency needs regarding know-how and management behavior 8

9 Contact Please contact us should you have an enquiry. Address Kienbaum Management Consultants GmbH Ahlefelder Str Gummersbach Germany Tel: +49 (2261) Fax: +49 (2261)

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