Growth Driven Transformation
Growth Initiatives encompass key initiatives that greatly impact how we retain and grow revenue from the advertising customer. These initiatives guide the way we approach the customer and help us be more effective and efficient. Specific focus areas provide a roadmap to how we organize our customer facing employees, what type of training and credentials they acquire, how we reach customers with new insight and how we develop relationships. This section also includes how we best approach a distributed sales organization to provide better support and influence over their success. Finally, there is a specific initiative designed to grow revenue, improve the customer experience and reduce costs.
Sales Effectiveness
CEVOH provides a number of specific initiatives designed to help your business become a more effective sales organizations. We have worked with both small and large organizations to develop approaches that result in a better customer experience, improved acquisition and retention, and higher revenues. In addition the approaches we suggest are always made with care and attention to improving the sales organization as a key asset. This involves making sure the sales team is optimized and balanced to perform. Usually, this is an area that is challenging for many companies. These activities are part of our sales effectiveness program:
- Evaluate and optimize Sales Tools and Sales Support
- Define specific requirements to support implementation of Insight Selling
- Introduce technology to support sales during customer interactions
- Improve methodology and implementation of information and insight for all customer-facing channels
- Provide guidance on development of sales support teams to allow for lower cost alternatives
- Provide
best practice methods for help desks, portals, companions, tablets/laptops and
smart-phones to aid adoption of efficiency techniques
Sales Force Productivity
- Benchmark existing daily activities of sales organization
- Share best practice (apples to apples) sales productivity metrics
- Provide clear comparisons between channels using yield performance curve
- Recommend available technology to decrease administrative workloads
- Focus sales on customer relationships and closing
- Coordinate with Senior Management to eliminate any and all road blocks
- Establish activity parameters and tracking mechanisms
Sales Manager Improvements
- Establish activity parameters and tracking mechanisms
- Coordinate with Senior Management to eliminate any and all road block
- Refocus direct sales management on coaching
- Examine existing sales management time usage
Go-To-Market Strategy
- Implement Best Practice Go-to-Market Approaches to Improve Speed and Market Effect
- Organize and Facilitate G2M Sessions with Key Stakeholders
- Build Structure and Approaches to Care for these Concerns
- Portfolio Optimization
- Revenue Cannibalization
- Introduction of Service Packs
- Customer Migration to New, Improved Products
- Revenue Lift
- First Mover Status
- Consumer and Customer Needs
- Inclusion
- Create Beta-Reps, Customer Panels and Market Leaders to Improve Adoption and Mass
- Penetration to Achieve Mass
- Implement ‘look-back’ Analytics to Help Improve Real-Time Tracking of Market Effect
Proprietary Custom Selling Initiative
Insight Selling®
- Introduce Insight Selling concepts and determine gaps within existing practices
- Coordinate with Marketing to develop ‘insights” that match existing customer and channel segmentation efforts
- Identify tools required to support implementation
Training and Certification
- Develop training plan for implementation of Insight Selling
- Develop sales training materials and schedule
- Identify individual elements required for certification
- Create Certification Matrix and implementation plan
Managing & Coaching
- Refocus direct sales management on coaching to support Insight Selling
- Assist in creation of on-going Management Seminars to allow for further development
Motivation
- Examine existing motivational activities and tools
- Provide Global Best Practice examples
- Redefine future motivational activities/implement and monitor for modification
New Product Development
- Establish Proven Product Development Approach to Increase Speed to Market and Higher Success Rate
- Coordinate with existing new product development resources
- Improve brainstorming techniques to increase new idea flow
- Provide external stimulus to accelerate out of box thinking
- Develop formalized funnel and sorting approaches including proprietary custom stack/rack
- Provide best practice prioritization metrics to filter
- Accelerate development of concepts, betas, and prototypes
- Increase speed and accuracy of market trials
- Provide proven approaches to “lose the losers” quickly while accelerating the "winners”
- Establish Key Relationships with Proven Strategic Partners to Accelerate % and $ From New Product Development
- Facilitate open forum relationships
- Explore custom approaches to best fit company resources and assets
- Dovetail and integrate external partnerships with internal processes, systems and people
The Power of Portals
Introduce a New Channel
An online revenue channel and single source resource center to ensure success for the SMB
Vertical specific to ensure relevancy
Proactive to anticipate needed insight
Guided selling
Helps the SMB Manage their Customers
Health Checks
Business Intelligence
Marketing
Toolkits
Helps the SMB Acquire New Customers
Targets, Leads, Conversions
Helps the SMB with Administrative
A Broad Set of Tools and
Helps the SMB Manage the Future
Starting, Expanding the Business
Funding
Financials
Collaboration (SMB Social Network)