Sales Effectiveness

Sales organizations are facing higher level challenges, driven by various factors in the marketplace:

Increased competition, including from non-traditional competitors.
Globalization of markets.
Impact of technology, leading to new purchasing methods and changing relationships with customers (more e-based business).
Rising customer expectations, especially in the case of longer term contract based relationships, where customers are looking for value and insight from their suppliers.
Organizations moving towards preferred supplier agreements.

The challenges many organizations face in response to the above factors:

Developing sales managers who lift performance through best practice leadership of sales teams.
Development and retention of high performing sales people. Productivity differentials between high and medium performing sales people can be significant.
Cross-functional teams developing strategic customer relationships.

Hemsley Fraser works with organizations to:

Develop sales managers, as a key differentiator of sales team performance.
Create differentiated skills and behaviors in sales teams to lift the performance of sales people.
Drive reliable processes and practices throughout the sales organization.
Support cross-functional teams who develop high value strategic customer relationships.
Create clear strategies for development and retention of high performing sales people.
Create a strong focus on a strategy, with supporting processes, to acquire and retain long-term profitable customers.

To find out more about how we can help you improve your sales effectiveness please contact us.