We conduct a management audit of your sales function’s goals and objectives and ensure alignment with the business strategy of the whole organisation. We ascertain the cultural values that Sales Managers must exhibit in order to work effectively in your business; and in what direction they should lead the sales function. Part of this is to create a ‘Success Profile’ with you to outline what the key sales executives must be able to do now and in the future.
In a recent example of an engagement in this area, our client’s sales strategy included many different channel partners. We were able to validate the approach, but recommended much closer management of the various partner organisations. We instigated a system for ensuring consistency in reselling, common reporting systems, and a coaching and mentoring framework to support the channel partners.
We provided specific advice for our client’s senior Sales Executive on how best to ‘manage’ the partners in the absence of direct line authority over the virtual teams, by projecting personal confidence and expert knowledge and demonstrating leadership.
References – RDC has a strict policy of complete confidentiality concerning its client’s operations, but is also pleased to have reached agreements with most of its clients who are willing to provide references. If you wish, we can let you have the personal telephone numbers of senior Sales Executives in most parts of the world who will be happy to discuss how you could benefit, as they have, from RDC’s consultancy services.