KAIZEN™ in Sales

From Solution Selling
To Insight and Value Selling

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of leaders are satisfied with their hit rate

of customers feel sales meetings are valuable

of buyers would pay more for a better experience

of reps time is dedicated to non-selling tasks

average customer retention rate

Mission

If you have the mission of:

• Improving sales conversion rates

• Growing sales with robust processes

• Developing salespeople and motivating them to remain at the company

• Managing large accounts

Challenges

Roadblocks impeding you from fully succeeding

Lack of knowledge surrounding the benefits and characteristics of products and services

The majority of time is spent on non-selling activities, e.g. administrative tasks, customer service, travelling and attending company meetings

Numerous sales calls are required before a deal can be closed

Customer satisfaction is assessed through surveys and customer complaints

Price leaks and an inadequate pricing strategy

Solutions

You need to develop:

Sales Funnel Management

• Establish and refine the funnel management process to increase focus of sales on higher potential accounts

• Understand required versus existing sales capacity

• Develop active sales management

• Establish and refine funnel management to increase sales focus on higher potential accounts

• Understand needed versus actual sales capacity

• Develop active sales management

Value Selling

• Plan how to enhance benefit of solution and prepare arguments for objections

• Learn how to challenge and teach the customer

• Develop processes to improve effectiveness and efficiency of customer facing interactions

• Transition from vendor to trusted advisor in order to unlock the potential of large accounts

• Plan how to enhance the benefit of the solution and prepare arguments for objections

• Learn how to challenge and teach the customer

• Develop processes to improve effectiveness and efficiency of customer facing interactions

• Transition from vendor to trusted advisor in order to unlock the potential of large accounts

Customer Experience

• Analyze how the customer sees the organization, putting interactions with the company in a broader context of customer activities, targets and goals

• Nurture existing customers by improving their experience

• Analyze how the customer sees the organization, putting interactions with the company in a broader context of customer activities, targets and goals

• Nurture actual customers by improving their experience

Sales Organization

• Develop standards and high-performance sales support teams

• Remove non-value added tasks from the agendas of salespeople

• Set up processes (recruitment, training and reward schemes) to increase the aptitude of the salesforce for strategy execution

• Develop standards and high-performance sales support teams

• Remove non-value added tasks from salesmen agendas

• Setup processes (recruit, train and reward) to increase the sales workforce aptitude for strategy execution

Smart Pricing

• Optimize price, pocket margin and volume

• Review the value map and adjust value proposition

• Review the pricing strategy or define a new position in the market

• Optimize price, pocket margin and volume

• Review the value map and adjust value proposition

• Review the pricing strategy or define a new position in the market

Reach best-in-class performance

B2B Sales Call Efficiency

B2B Consumer Goods Sales Office

New Service Model 2.0

Start with a Value Stream Analysis

During the Value Stream Analysis workshop we will create an improvement vision for your organization, business unit or department. By working alongside your team, we will understand the current state of the business processes, design the Value Stream Vision and define an implementation plan to achieve the desired results.

See VSA brochure

Ready to Start?

Find key opportunities in your sales processes by conducting a Value Stream Analysis.

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