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Sales Body Scan™ a process that provides a comprehensive, quantified assessment of the effectiveness of a company's sales strategy and execution. It identifies the root causes of disappointing sales performance and helps develop a plan to grow sales and profitability.
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Sales management – determining how to best manage the sales force to achieve the company’s vision. This would include:
- Sales Execution – evaluating the effectiveness of the sales force.
- CRM – assessing the use of an information system that effectively assists sales people and summarizes the sales teams activities, opportunities, challenges and accomplishments in customer-specific detail.
Marketing Management – evaluating the effectiveness of the marketing efforts and opportunities. This can include:
- Materials & Execution – evaluating the effectiveness of marketing materials and how they are utilized
- Product Lifecycle Management – the stages that a product passes through from introduction through growth, maturity and decline. Product lifecycles must be carefully managed to ensure that pricing and other strategies fit the product's life stage.
- Search Engine Optimization – maximizing a company’s exposure on web search engines without losing or compromising the web site's message.
- Pricing Management and Execution – ensuring the company receives the best price for its product while its customers feel they received fair value in return.
Growth Strategy – explores ways to achieve growth with customers – both new and existing.
Marketing Strategy – evaluating the thought and other processes utilized in developing the marketing strategy. This can include:
- Customer Surveys – finding out what customers really think and developing related strategies.
- Competitive Analysis – Understanding the competitive threats and opportunities.
- Pricing Strategy – ensuring the company has the appropriate strategy to ensure it receives the best price for its product while its customers feel they received fair value in return.
Value proposition – defines what the company offers to its customers that creates enough value to warrant parting with their money to obtain such a product and/or service.
Sales training – providing the sales force with the tools, techniques and confidence they need to be as successful as they can and want to be.
Sales strategy – maximizing sales resources and efforts by focusing on the organization’s Sweet Spot. This tool includes:
- Sales and Margin Analysis – slicing & dicing the sources and profitability of sales revenues.
- Historical & Projected Trends & Concentrations – Analyzing the past4 in new ways to better predict, manage and maximize the future.
