Sales Consulting

We start by examining how well the sales strategy aligns with the company’s market objectives and whether the processes are properly organized and standardized. Managing a company can be compared to steering a boat—every team member should be rowing in the same direction to reach the destination. Without a consistent sales model that is accessible and clear to all salespeople, activities become chaotic and uncoordinated. That’s why we begin the audit by ensuring that the company’s sales strategy is clear and supports effective team collaboration.

Every company has a set of sources for acquiring new clients, but often lacks a formal structure. This makes it difficult to assess the effectiveness of lead generation and analyze conversion rates. We start our analysis of this subprocess with the marketing department, following the RevOps (Revenue Operations) approach, which focuses on integrating sales, marketing, and customer service processes.

We analyze all stages of the sales funnel, conversion rates, and lead management. Many sales challenges stem from suboptimal lead flow and conversion at various stages. Between the first contact with a lead and issuing an invoice for the delivered product or service, there are numerous touchpoints that may require improvement. Optimizing each of these stages by even a few percentage points translates into a significant advantage, helping the company compete more effectively in the market.

We assess the extent to which technology supports the company’s sales processes. In one organization, completing the same process from point A to point Z may take 3 weeks, while in another it takes only 6 days—this difference comes down to the level of operational efficiency. Standardization and process simplification, automation, and the use of AI-powered tools play a crucial role here. By increasing sales team efficiency, the company gains a competitive edge, shortens the sales cycle, and reduces the team’s operational costs.

We analyze key performance indicators to assess the effectiveness of sales activities. Intuition is an important aspect of business, but it is the combination of intuition and data that provides a real competitive edge. Modern companies collect vast amounts of data, yet only a few know how to fully leverage it. Through data analysis, we can not only evaluate team performance but also plan strategic actions based on concrete facts.

We review the optimization and automation of post-sales and financial support processes that impact the customer experience. Acquiring a new customer is up to five times more expensive than retaining an existing one, which is why taking care of current clients is crucial for the long-term success of the company. Well-designed processes for handling complaints or technical support are a key component of competitive advantage. Customer experience goes beyond sales or customer success departments—it also involves efficient management of processes like debt collection, which can affect customer satisfaction and loyalty.

A specific, company-wide goal is the foundation of every effective strategy. By defining clear strategic objectives, a company can focus the efforts of all teams on achieving them. This supports the work of salespeople, enabling them to operate in a results-driven environment, which in turn leads to higher performance, greater efficiency, and faster achievement of sales targets.

Casting a wide net may seem appealing—until you realize the ocean you’re fishing in is full of competitive sharks. A good strategy defines the type of customer you are targeting and how you plan to reach them. Moreover, it may turn out that running more than one sales funnel is worthwhile, allowing you to target your efforts even more effectively.

Sales effectiveness increases when the team knows exactly which customer they are targeting. A clearly defined target not only improves operational efficiency but also positively influences the psychological aspects of work. A salesperson who operates within a standardized process enters the sales conversation with greater confidence, which boosts motivation and a sense of security. Team satisfaction and engagement have a direct impact on the overall performance of the company.

A clearly defined and repeatable sales process makes it easier to forecast the results of upcoming months or quarters. Optimizing the sales cycle leads to more predictable and structured activities. This level of consistency simplifies revenue projections, increasing the company’s financial stability and security.

Analytics enables early identification of sales barriers that may impact future performance in specific periods. By leveraging analytical data, we can conduct in-depth analysis, uncover the root causes of declines in particular categories, and address these issues before they have a chance to affect our results.

Salespeople often like to rely on their intuition and claim that it should be trusted by their managers. However, in practice, only a standardized process and proper execution lead to sales success. Reliable data allows us to better support sales teams, compare their performance, and set realistic goals.

BI-class systems allow us to integrate the sales process with finance, production, and service departments. Accurate forecasting of revenues, production stock levels, or service team capacity is essential for any modern organization striving for operational efficiency. This also simplifies cash flow management.