UPswing programs: Effective Sales Support Programs

Overview: Remote Analysis and Strategies for Your “UPswing”!

The following summary will provide you an extract from our standard sales methodologies, tools, processes and strategies. The selection was compiled to list the most time and revenue effective programs which can be executed purely on a remote and virtual level. All programs are targeting to position you and your organisation best during the crisis and even more, beyond the crisis.

Please use our know how and differentiate yourself from any competition.
The Best in Class companies make this decisions right now.

All programs are available in English and German and on request also in short term in any other language. We therefor ensure the application in international and global teams.

Our resources are limited. Please contact us immediately if you want to participate in these highly effective programs. First comes, first served.

1. In the crisis:

1.1 Pipeline (Funnel) Review:

We will analyse your current funnel based on the available data which you provide to us. We will sort all opportunities according:

Ø Probability to win
Ø Resources needed
Ø Timeline/Revenue/Profit values
Ø Possible mark up Price

Then together with your sales Team we will set the needed and correct priorities which opportunities we will progress now with which resources. The main focus is, to continue a needed minimum revenue stream.

In case we won’t reach such a projected minimum level revenue stream we have effective tools for lead generation on hand.

Time needed: dependent on funnel size between 2 and 5 days max.
Delivery: remote, virtual

1.2 Opportunity reviews

Including a previous Funnel Review:
As soon as we have jointly created the new funnel and have prioritiesed the opportunities, we will conduct opportunity reviews with your sales people, your sales teams and your Organisation.
We will ensure a higher probability to win in a shorter time and focus the currently available resources onto the most promising opportunities. Beside the win strategy we focus on a learning factor to multiply the winning strategies to other potential opportunities in the future.

Without a previous Funnel Review: We rely on your selection of high potential and propable opportunities and will conduct the reviews as per schedule above!

Time needed: per Opportunity incl. pre- and post work and Win Strategy ca. 4-6h
Delivery: remote, virtual

1.3 Customer Interaction Process

This process is exceptionally effective and useable for remote meetings. We will establish for you and your Organisation a highly effective process to prepare virtual (and also personal) customer meetings and interactions.
You will differentiate yourself significantly from your competition and will create a credible and trust building environment with your cilients. You might even accelerate the decision making process of your clients as you will be spot on in the exchange of information and communicated values with your clients.

Time needed: process implementation 5-8h remote; Project support ca 3-4h per Client Interaction
Delivery: remote, virtual

1.4 Methodology review (Methodology in Motion)

Together with your sales leadership team we will develop an Opportunity review and Coaching strategy. This process can be based on the methodlology you are using with your sales team and makes this highly effective. (Miller Heiman, WCS, SPI, in House, etc.). This review and coaching strategy can be used in a long and sustainable way.

You will develop and transform your sales team into a highly productive and superb communicating Sales Organisation.

Time needed: process development and implementation ca. 8h Review und Coaching Support per session ca 3h
Delivery: remote, virtual

2. Remote Programs for beyond the crisis

These programs are selected to reposition your sales people, teams and entire Organisation. A highly effective sales process will be fully available and implemented whenever we call the time „beyond the crisis“!

2.1 Sales Organisation Performance Audit: (SOPA):

With an online assessment, fed by several hierarchical levels of your organisation we will analyse your Sales Organisation Performance. From our multi discipline questionnaire we will receive robust data to identify strength and challenges within your Organisation in relation to the best in class.
You will receive an analysis pointing to the following areas:

Ø EXTERNAL:
o New Business Development,
o Opportunity Management,
o Customer Relationship-Management.

Ø INTERNAL:
o Organization and People,
o Processes and tools,
o Sales Leadership and Executive Management

Based on this analysis we will jointly develop corrective actions and changes which will transform your Sales Organisation to a highly productive World Class Sales Organisation within the above areas.

Time needed, Data Collection: ca. 20 min. online per participant, Analysis and Report ca 2-3 days.
Delivery: remote, virtual

2.2 WIN/LOSS Analysis

From the data and information (soft and hard facts) of historically won and lost opportunities we develop a pattern for won and a pattern for lost opportunities. You are able to compare these patterns to any current and future opportunities within your funnel. In return you will receive a turn key early indicator for the current probability to win. We jointly will develop actions and changes to significantly increase the probability to win at an early stage and for ever.

Time needed: data collection ca. 20 min. per project, online, we expect that each sales person will enter at least 10-20 won or lost opportiunitiesd; analysis and report, 3-5 days
Delivery: remote, virtual

2.3 Account definitions (A,B,C) per Account Score Card

With our Account Score Card, which will be adopted to your business model, we will analyse your most important accounts. We will classify these accounts into the following matrix of Customer loyality vs Customer contribution.

Ø Joint Venture Accounts with high contribution and loyality = priority
Ø Development Accounts with a priority to growth
Ø Risk accounts with a priority on improving of relationship and loyality.
Ø Move out Accounts with a priority on cost control and minimizing resources

From there we jointly develop an over-arching account strategy for your organizations and will prioritize the right accounts. You will significantly increase relationship, loyality, revenues and margins with your most important accounts.

Time needed: Score Card Adoption: 8h; time per Account Score: 2h; development of the account strategy: ca 1-2 days
Delivery: remote, virtual

Summary:

Each single one of above investments can create a significant ROI of several 1000%
If we jointly only increase the success rate by 5%, if we only increase your top line by less discounts and higher value quotes by 3% and will eliminate non lucrative and less promising opportunities much earlier…… then we could increase your bottom (profit) line significantly. This can be a multiple increase of your EBIT number.

Please talk to us. Our Expert team will discuss your options in a first effective call. From there it is only a small step to a quick implementation for an extended success within and beyond the crisis.

We look forward to your call (also with a personal appointment at Über uns) or your message at Kontakt.