SALES TRANSFORMATION FOR COMPETITIVE EFFECTIVENESS


Sales leaders are painfully aware of the fact that buying behavior has changed more in the past ten years than it did in the previous thirty. 

Now with Covid-19 drastically changing the marketplace, tomorrow’s customers will be even more challenging to find, develop and sell.  This is especially true for small to midsize companies with limited and often strained resources, who compete in a marketplace dominated by mega companies with seemingly unlimited resources.

Your company’s potential prospects have access to a vast array of information – from suppliers, purchasing consultants, and social networks – that promote independent decision-making. It’s not unusual for a customer to complete more than 75% of their purchase research before they ever engage in a face-to-face meeting with a sales person. 

Additionally, as technology enables suppliers to offer more complex, expensive and risky solutions, customers have become far more risk averse, bringing more and more stakeholders to the table to weigh in on the purchase decision. This is leading to a drawn-out consensus-building process that often results in no decision for the seller. Quotas are being missed, confidence is waning, and discretionary effort is slipping, creating a self-propagating downward spiral of sales productivity.

Clearly there needs to be a change in the way organizations with limited resources engage customers. Sales transformation, however, is easier said than done, and failure rates are high. 

ENCORE! specializes in guiding small to midsize organizations through sales transformations, enabling them to deliver sustained, profitable growth through effective sales execution.  Our objective is to level the playing field, helping you gain competitive balance with the mega companies.

We start the process by understanding what your do, have done and why you do it the way you do.  Our first objective… aligning go-to-market strategy with your company’s growth strategy, ensures that the right people are in the right roles, and that sale professionals have the right tools, skills and mindset to be effective. 

We approach building an effective go-to-market strategy from a complete sales management perspective.  We work closely with each client to ensure the solutions we develop are consistent with your business strategy and objectives.

The process typically involves us analyzing market opportunity and market segments, as well as the company’s current products and potential future offerings. We then use the results of those analyses to provide detailed recommendations that can be used to enhance sales strategies and reseller/partner selection criteria.

We help organizations manage the ongoing success of their sales forces, particularly in terms of their ability to apply the company strategy. 

We evaluate your current programs and processes, and then by enhancing or redesigning them to ensure they are more effective at meeting business objectives. We are also skilled at creating implementation roadmaps and providing roll-out support.

The strategies we develop will help you energize your sales leaders, create climates that bring out the best in team members, and boost the financial performance of your organization.

ENCORE! solutions ensure that compensation and reward systems incentivize and motivate the right behaviors. We create positive climates of success that reward excellence and build confidence, to reverse downward trends and generate dynamic upward organizational momentum.

GET IN TOUCH
Questions? Call 267.356.1949 to speak to a ENCORE! 2.5 engagement designer 
or email us at — encore2pt5@gmail.com

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