Our approach enables sustainable change and increases your sales performance

Our Sales Transformation Focus

Our integrated solution focuses on helping sales people succeed in creating a unique customer engagement. It ensures a consistent execution of the sales process through common sales methodologies, a clear definition of the required sales competencies and a leadership and coaching practice, all supported by integrated tools into Salesforce.com.

Way2Sell Sales Methodology Toolkit

Depending on your specific sales channels and processes, we create a tailored Sales Toolkit, based on individual tools to align the sales methodology to the needs of your particular sales channels – not vice versa. Different learning alternatives allow you to transfer the knowledge of your sales methodology according to individual requirements:
- Plug & play to be tailored to your sales process
- Designed to be applied immediately to live deals and accounts
- Learning alternatives include classroom and web-based workshops, online self-study and just-in time learning
- Integrated vlrtual coaching tips
- Available native in Salesforce.com or as a cloud-based application

Way2Sell Sales Pit-Stop® Manager

The success of your implementation is highly dependent on the leadership and coaching practice, aligned to the sales methodology and the sales competencies. To manage, monitor and quality-control the implementation is the role of the Way2Sell Sales Pit-Stop® Manager, a management tool developed in Salesforce.com.

- Manages Pit-Stop Reviews (structured application of the sales methodology in day-to-day practice)
- Supports Win/Loss Reviews
- Captures best practices and critical success factors
- Works with any sales methodology
- Available native in Salesforce.com

Way2Sell Sales Pit-Stop® Manager

The success of your implementation is highly dependent on the leadership and coaching practice, aligned to the sales methodology and the sales competencies. To manage, monitor and quality-control the implementation is the role of the Way2Sell Sales Pit-Stop® Manager, a management tool developed in Salesforce.com.

- Manages Pit-Stop Reviews (structured application of the sales methodology in day-to-day practice)
- Supports Win/Loss Reviews
- Captures best practices and critical success factors
- Works with any sales methodology
- Available native in Salesforce.com

SalesDNA® Performance Manager

The SalesDNA® Performance Manager not only provides guidance on 'what good selling looks like', but also presents a performance scorecard and helps to create coaching plans to close the development gaps. It includes:

- Performance Scorecard – track individual KPIs to make project progress easily visible
- Integrated Learning Journeys – provide learning exactly when it is needed
- Overview of team and individual strengths and development areas
- Ability to create and manage individual and team coaching plans
- Available integrated in Salesforce.com or as a cloud-based application

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Sales Performance as a Service

The Key Elements of our Sales Performance as a Service Offering

We have packaged our methodology and services in a Sales Performance as a Service (SPaaS) offering, that allows you to benefit from our sales transformation expertise without a significant investment. The SPaaS offering is based on a flexible performance framework, a customer-centric design, an agile rollout process and a sustainable CRM-system integration.

Flexible Performance Framework

The Performance Framework is designed to create a value-added unique customer experience that differentiates you from your competition. It is built on your customer buying journey, which serves as the basis for

  • Selecting plug & play sales tools that support the entires sales cycle from initiating new business to managing identified opportunities and growing existing accounts
  • Determining the sales competencies by describing what good selling looks like in your organisation
  • Determining the leadership competencies by describing what good sales leadership to drive a high performing sales culture looks like in your organisation
  • Tracking input and output KPIs – to increase your sales velocity and measure success

Flexible Performance Framework

The Performance Framework is designed to create a value-added unique customer experience that differentiates you from your competition. It is built on your customer buying journey, which serves as the basis for

  • Selecting plug & play sales tools that support the entires sales cycle from initiating new business to managing identified opportunities and growing existing accounts
  • Determining the sales competencies by describing what good selling looks like in your organisation
  • Determining the leadership competencies by describing what good sales leadership to drive a high performing sales culture looks like in your organisation
  • Tracking input and output KPIs – to increase your sales velocity and measure success

Customer-Centric Design

60% of the Buying Journey is complete by the time a customer contacts a sales person. Only 17% of that time is spent with vendors.

As a result sales has very few touch-points with customers and each of these touch-points has to be a memorable value-added moment that differentiates you from your competition and creates a unique customer experience. Our design phase delivers

  • A clear understanding of the customer’s buying journey
  • A recommendation on how to align the sales process to the buying process
  • A recommended set of tools the create a unique customer experience
  • A clear description of the required sales competencies, describing what good selling looks like
  • A business case with a limited investment based on our Sales Performance as a Service solution

Agile Rollout Process

Our agile rollout process beaks the learning and application of the Way2Sell™ sales methodology into several half day sessions. Each session combines the learning with the application of the methodology to live deals in pit-stop sessions, engaging the sales managers in their coaching role.

The learning can be consumed in various alternatives to address the sales person’s individual learning preferences:

  • Classroom-based workshops
  • Web-based workshops
  • Online self study via the Way2Sell™ application
  • Just in time learning via the Way2Sell™ application

The coaching of the sales methodology follows a performance-driven governance to ensure that the entire business focuses on the most important deals and accounts. Sales Pit-Stops®  are conducted to help the sales team to get to the finish line in first place.

Agile Rollout Process

Our agile rollout process beaks the learning and application of the Way2Sell™ sales methodology into several half day sessions. Each session combines the learning with the application of the methodology to live deals in pit-stop sessions, engaging the sales managers in their coaching role.

The learning can be consumed in various alternatives to address the sales person’s individual learning preferences:

  • Classroom-based workshops
  • Web-based workshops
  • Online self study via the Way2Sell™ application
  • Just in time learning via the Way2Sell™ application

The coaching of the sales methodology follows a performance-driven governance to ensure that the entire business focuses on the most important deals and accounts. Sales Pit-Stops®  are conducted to help the sales team to get to the finish line in first place.

Sustainable CRM Integration

Our technology solutions ensure a sustainable execution of the sales methodology in the day-to-day practice, wether you are a Salesforce.com user or you need a cloud-based application. Our application suite include:

  • Way2Sell™ Sales Methodology Toolkit
  • SalesDNA® Performance Manager
  • Way2Sell™ Sales Pit-Stop® Manager

Sales Performance as a Service

Our Sales Performance as a Service offering allows you to start quickly with a small investment in order to create a quick return on the investment. A 0.5-1% increase in win-rate is typically enough to justify the further investment into the creation of a sales performance practice. The average payback is within the first 5 months. Our Customer Success Services allow to accelerate the return and embed the new way to sell in the daily routines.

Customer Success Services:

  • Coaching the Way2Sell™ Workshops
  • Coaching the SalesDNA® Workshops
  • Way2Sell™ Application Workshops
  • Pit-Stop Practice Days
  • Sales Performance Coach for sales managers and directors
  • Train-the-Trainer programmes for all customer success services

Sales Performance as a Service

Our Sales Performance as a Service offering allows you to start quickly with a small investment in order to create a quick return on the investment. A 0.5-1% increase in win-rate is typically enough to justify the further investment into the creation of a sales performance practice. The average payback is within the first 5 months. Our Customer Success Services allow to accelerate the return and embed the new way to sell in the daily routines.

Customer Success Services:

  • Coaching the Way2Sell™ Workshops
  • Coaching the SalesDNA® Workshops
  • Way2Sell™ Application Workshops
  • Pit-Stop Practice Days
  • Sales Performance Coach for sales managers and directors
  • Train-the-Trainer programmes for all customer success services

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Our success factors

Many years of experience have allowed us to identify certain factors that guarantee the success of the transformation processes:

Predictable sales process

By establishing tailored methods and processes, we establish a common language and consistent structure for a successful sales transformation.

Insights through technology

Our technology helps you identify strengths and weaknesses in the status quo, take necessary measures and control development at any time.

Driving cultural change

Sustainable change requires the mobilisation of all stakeholders to enable a new sales culture, where everyone seeks to be challenged.

Let's talk about how we can help you in these challenging times