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)

The foundational section titled Business Strategies includes many initiatives that guide the business, reflect a view inward and create strong employee values and performance. This includes methods of developing and enhancing our business strategies, the optimal product platforms and ultimately how value is monetized. As important, this section includes initiatives that guide the ways people/talent is treated, such as the use of empowered teams, skills improvement, and achievement recognition. This section improves methods of motivation, pay for performance and culture formation based on best practices and the successes of other world class organizations. There is also a laser focus on how we help improve customer focus through segmentation and reduce costs through process realignment and specific fulfillment initiatives.

Talent Acquisition, Retention and Performance

• Executive and Management Evaluations
• Administer Myers-Briggs and Firo B Instruments
• Evaluate/Provide Individual and Team Based Results Sessions & CEO Briefing
• Develop Custom Programs to Maximize Executive Teaming
• Design Personal Coaching to Help Participants Achieve their Goals
• Team Development to Improve Alignment and Speed Results
• Succession Planning
• Facilitation of Employee Development Committee
• Identify Key Critical Positions and Conduct Position Skills Assessment
• Develop Retention/Succession Pool Nomination Criteria
• Development of Employee Retention Programs
• Provide Guidance Using Talent Management Best Practices
• Evaluation of Employees for ‘Ready-Now’ Status and ‘Ready with Training” Status
• Employee Satisfaction
• Conduct Interviews and F2F Surveys to Obtain Higher Levels of Insight
• Obtain Prior Surveys and Develop Trend Comparison Analysis
• Utilize Proprietary Instruments for Distributed Sales Organizations
• Determine Current/Forecast Future Gaps and Possible Solutions
  

Compensation

• Evaluate Current Program “Actual vs. Desired”
• Identify Key Elements Needed for Driving Results
• Provide Information on Programs being Utilized Globally
• Develop Criteria for Future Compensation Program Consideration
• Present Criteria/Analysis to Union as Desired by Management

Digital and New Media

• Provide Global Forecasts and Advice on “Better and Best” Media Opportunities
• Improve success rates for “new mover” launches resulting in significant market share
• Reduce risk associated with new media start-up ventures
• Provide expertise to predict consumer usage trends resulting in new media products readiness
• Examine current practices in existing new media ventures
• Develop Strategic Partnerships with Third Party Providers of Digital and New Media Products
• Introduce and coordinate relationships to result in additional product expansion opportunities
• Provide benchmark agreements and guidance to result in optimal performance for all parties
• Provide Integration Consulting and Best Practices for Using Current Assets on New Media
• Develop new media road-map to outline needs and re-purpose resources
• Build plans and teams to help quickly “scale”
  

Integrate Technology as an Enabler and Results Driver

• Build Plans to Integrate Current/New Systems with Process and People
• Simplify and Synergize the business to optimize system conversions
• Create direct savings using automated approaches
• Increase speed to market
• Reduce time needed for system conversions and improve timeframe to stability
• Develop innovative technology solutions to increase efficiency of key business processes and improve user/customer experience

High Performance Business Models

• Examine Existing Value Chain End to End Process
• Interview, observe, listen, map and verify current approaches
• Provide Global Best Practices for Process
• Explain and show the key differences and how these are better
• Identify Gaps between Current and Desired Approaches
• Prioritize gaps based on proven high impact criteria
• Develop Transition Plans and Half-Steps to Easily Move from Current to Desired
• Create timelines and interdependency charts that chart the course
• Develop Training Materials Required for Changes
• Introduce innovative teaching materials that speed learning on new processes and improve adoption
• Support Implementation
• Measure and review success against pre-approved goals and milestones
• Outline 5 Year Strategic Plan to Maximize Shareholder Value
• Create multi-platform approach and develop Optimize performance and yield of each media platform
• Create powerful internal and external vision, mission and objectives statements to rally focus
  

Global Best In Class Practices/Case Studies

• Provide existing business models and identify/discuss strengths/weaknesses of each
• Provide recent results of global organizations so as to be able to match actual vs. desired
• Introduce Service Model
• Develop programs to move from canvass based sales to on-going multi-touch environment while balancing costs
• Identify elements of contact plans to assist organization in understanding best periods for future individual customer contact
• Move from sales based one-time up-front compensation model to monthly collection-based service compensation and residuals
  

Franchise Model

• Examine benefits to operating sales organization under both a philosophical and actual franchise model
• Identify elements necessary for modification from current environment
• Determine overall implementation & transition guidelines
  

    
Process Alignment

• Examine Existing Value Chain End to End Process
• Interview, observe, listen, map and verify current approaches
• Provide Global Best Practices for Process
• Explain and show the key differences and how these are better
• Identify Gaps between Current and Desired Approaches
• Prioritize gaps based on proven high impact criteria
• Develop Transition Plans and Half-Steps to Easily Move from Current to Desired
• Create timelines and interdependency charts that chart the course
• Develop Training Materials Required for Changes
• Introduce innovative teaching materials that speed learning on new processes and improve adoption
• Support Implementation
• Measure and review success against pre-approved goals and milestones

Change Management

• Build and Help Implement Plans to Help the Organization Cope with External Forces
• Develop urgency within the organization to meet changing market conditions
• Create a guiding team for change management to result in fast adoption of changing core cultural values
• Collaboration, Control, Cultivation, Competence
• Create the plan to achieve employee buy-in
• Communicate the details of objectives, goals and issues the company is facing using a high impact contemporary approach
• Develop empowerment and quality improvement teams to
• Solicit employee inclusion and create a fast paced culture
• Apply successful/best practices from digital pure play companies to help attract new talent

Customer Segmentation

• Create Realistic Segmentation Approaches for Consumers\
• Based on buyers needs and evolving approaches
• Evaluate tradeoffs between price, service, availability and exclusivity
• Develop Practical Segmentation for Customers (advertisers)
• Examine current market for propensity segmentation identifiers
• Evaluate tradeoffs between precision and pragmatic application
• Integrate the Approaches Across All Functions Within the Company
• Apply proven techniques to involve and integrate all functions in practical segmentation approaches
• Utilize end to end approaches with simple models for best lift and efficiency

Sales Channel Optimization

• Redefine channels to support segmentation efforts
• Best fit assignments to match customer with channel
• Examine best-in-class channel optimization efforts
• Customer Retention
• New Account Acquisition
• Clean-up/Lead Generation
• Perpetual
• Mixed Channels
• Develop plan for multi-touch environment
• Track all touches for view by all customer facing employees