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Channel & Sales Force Effectiveness
Deloitte Consulting LLP

Many businesses view selling as a phone call followed by a face-to-face sales pitch and a signed contract. The truth is that effective selling begins well before the first phone call and continues long after the pitch is delivered and the deal is signed.

For years, leading companies took a rigorous process design approach to all parts of their enterprises, other than sales. As opportunities for cost reduction became scarce and the market continued to demand profitable revenue growth, these companies have begun applying proven process design techniques to their sales processes. What they have found is that the right processes can help an average sales force beat expectations and propel an already strong sales force to extraordinary performance levels.

Getting Results that Matter
We have learned valuable lessons in helping some of the world’s leading companies drive value through improved sales processes. We can help you apply these lessons to the challenges faced by your enterprise, in order to achieve tangible benefits:

  • Boost sales productivity and deliver superior results by establishing consistent, controlled, and repeatable sales processes.
  • Create a more capable sales force by identifying and teaching the behaviors demonstrated by top performers.
  • Improve conversion rates and sales cycle times by aligning the management of your sales cycle with customer buying behavior and decision points.
  • Eliminate unproductive volume increases by aligning performance measures and rewards to true strategic and financial objectives.

Our Approach
Process thinking doesn’t come naturally to many sales organizations. It does to us. Our consultants are seasoned sales professionals who know how to create processes and tools that sales people will actually use.

We can help supercharge your sales processes. We combine deep strategic and operational capabilities with extensive implementation experience to develop value-based, executable strategies. These strategies provide our clients with the foundation for achieving results that matter.

Download a PDF to learn more about our approach to Channel and Sales Force Effectiveness.

Dig Deeper

  • Marketing and Sales Results: Doing More With Less
  • Tuning in to Your Sales Channels Can Help you Satisfy Customers Without Sacrificing Margins
  • Code Blue: Brand Resuscitation

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