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3 steps to success

There is a need for structures, processes and control of organizations subject to continuous changes. Proven successful models must therefore be developed. It is required by growing customer demands, globalization and increasing competitive pressures. Today it is important to provide the right sales management structures, processes and organizations.

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Structures


How is the sales department organized?

 

What kind of measurements (KPI´s) do exist?

 

How is the workflow (sales and back offices) organized?

Processes


Market information process

Customer portfolio, market portfolio,

Distribution

 

Customer process

Customer Knowledge, Workflow Sales Force and Account Management

Customer Services, Supply Chain 

 

Sales process

Workflow with Sales Services, Customer Services, Marketing

Leadership


Management

Planning & Budgets, KPI´s Customer P&L

  

 

 

Leadership

Vision, Strategy, Goals, Teams, Communication&Information

 

 

 

Commitment

Urgency, Will, Communication

 

Trust&Monitoring

Feed back culture

Balanced Scorecard