Customer issue

Our targets are based upon past performance. Many sales representatives are unable to achieve their targets. Both management and sales representatives are getting frustrated with this situation. How can we get a better grip on determining and achieving ambitious targets?

Approach

Using customer data and market intelligence we determine the growth potential of existing and new customers. Inspirational meetings are used to challenge management and sales to define new sales opportunities. Together with sales a sales plan with realistic targets is created and approval from senior management is obtained. The sales plan resulting from this approach is used to start off the business planning cycle. The targets are the starting point for proactive sales management.

Results