SALES TRANSFORMATION

Sales is a key role that drives the growth and future of any company. With markets undergoing hyper competitive changes, many companies find the revenue sailing moving to rough weather. Sales effectiveness drops, conversion lead times get stretched and quarter on quarter revenue becomes unpredictable. Sales structures organized on regional or geographic models may no more be effective. In some cases sales approach itself may have to transform from product sales to solution selling approach. Sales operations and control systems may be needed to support customer relationship and effective account mining.

Browne & Mohan consultants bring proven models and methodologies to align sales organization and control process. Using the proprietary Profitability-sustainability-predictability-derisk (PSPD) framework, Browne & Mohan consultant advice and help client implement effective sales transformation. Our consultants suggest right structural alignment (with goals and strategies), process to capture the complete sales process right from lead to closure, appropriate metrics, and review behaviour so that process ownership and outcome management improves.

Our Sales Consulting Engagements Include:
  • Sales reorganization (inside, partner and direct sales) for a banking software company.
  • Consolidation of regional offices from 16 to 9offices for a large company.
  • Sales operations and coordination mechanisms for a diversified company.
  • International sales organization and process for a health care product company.