Economic modernisation act, Internet expansion, consumer power, weakening of brands, explosion of sustainability, ….. all factors that are leading to structural changes in sales functions.
The consultants in the "Headlink Partners sales performance" practice work most frequently in response to 5 major challenges:
1) Guaranteeing the efficiency of sales functions
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Alignment of staff
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Optimisation of sales channels and the distribution strategy
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Reorganisation of sales, marketing, communication and sales administration divisions
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Transformation linked to the increased maturity of Internet
Missions
. By case industry: Pre-sales and proposition cost optimisation
. Industry: reduction of sales costs by 7% at constant sales pressure
. PGC: steering of sales plans for major accounts
. Supermarket chains: Segmentation of sales portfolios
. PGC: Diversification of distribution to retailing
2) Improving the customer's experience in the various channels of interaction
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Shared customer vision and segmentation
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Customer backgrounds
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Differentiated offer of services by channel
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Development of sales prospecting ability
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Multi-channel/segmentation loyalty
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Mobilisation of staff according to customer requirements
Missions
. Luxury: Definition and implementation of the loyalty strategy
. Retailing: Transformation of multi-channel customer relation practices
. Industry: Marketing policies segmented for corporate clients
. Telecommunications: mobilisation of internal staff on customer backgrounds
. Branch banking: optimisation of the cost of channels, at constant satisfaction levels
3) Developing synergies between the sales function and the Supply chain by ensuring continuity between sales plans and industrial production facilities
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Industrial and Sales Plan
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Shared management of supplies
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Choice of facilities to optimise requirement forecasts
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Management of promotions
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e-commerce and multi-channel sales
Missions
. General public: design and implementation of the SNOP and management of demand (process and facilities)
. Industry: demand forecast process for flat products
. Retailing: Management of supply processes and supplier contacts
. PGC: Process for managing "slow moving" and "refurbished" products
. e-commerce: joint management of marketing plans and supplies
4) Generating participatory and breakthrough innovations
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Management of the innovations "pipe"
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Lean / Six-sigma "Customer Route" process
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Participatory innovation by suppliers
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Blue Ocean" strategy
Missions
. General Public: participatory reengineering of the sales function
. Press / Publishing: implementation of a European strategy for B2B diversification,
. By case industry: Development of sales innovation
. Telecommunications: management of innovation and investment cycles
5) Redesigning the offer sustainably
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Value analysis
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Functional" analysis within the context of a sustainable policy
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Structuring of customer perception
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Pricing strategy
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Management of products portfolio
Mssion
. Industry: Urban Mutualised Sustainable logistics
. The Post Office: transformation of "Registered post" into "Electronic registered post"
. Utilities: reworking of the range of offer to protect against the competition
. Industry: design of a service offer based around the product