Sales
The increasing dynamics of the business environment compels companies to review their orientation onto attractive customers and markets and to optimize their approach. Well-proven methods like customer value analysis and portfolio analysis are still the best supporting tools to review the actual business situation and to create scenarios for the future of that specific business. The decision which sales structure fits best for your business can be defined on the basis of explicit selection criteria. In practice a pragmatic approach is chosen, simply consisting of a mixture between agencies and own subsidiaries. |
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The following key figures have to be reviewed, depending on business model and industry or segment:
- Frequency of customer contacts
- Regional market coverage
- Market shares
- Customer satisfaction / expectations
- Quality of communication
- Pricing strategy
- Budget, targets and target achievements
Especially in the case of a market introduction of new products and services the sales structure should be reviewed and in case also started differently.
