Increasing sales effectiveness and performance is decisive in growing more dynamically than the competition. We help strengthen our clients’ positions across all relevant sales channels – offline and online.
Pricing, Terms & Conditions
Price and terms systems are key tools in managing sales and distribution partners. The development of sales plans encompasses a broad range of factors such as performance targets, incentivisation of sales partners and the general competitive situation as well as financial budgets. Planning demands intimate sector knowledge alongside a high degree of quantitative analytical competence. For many years SEMPORA has supported businesses across a variety of sectors with the development and implementation of their B2B pricing & trade term systems.
Most firms now distribute products and services across a spectrum of channels; from traditional, physical retail outlets, through offline distribution partners like wholesalers, pharmacies and travel agents, to online-shops, mail order houses, sales portals and marketing affiliates.
Consumers increasingly switch between channels during the buying decision process. This process often begins with online research, but with the actual purchase taking place at a physical outlet, even when the purchase could be made online. This everyday phenomenon of "Research Online, Purchase Offline" (ROPO) offers attractive opportunities in multichannel management. Businesses have to realise opportunities through innovative concepts at the same time as realigning their sales organisation.
SEMPORA has advised clients on all aspects of developing future-oriented multi-channel concepts.
Sales force effectiveness
Allocating the right level of sales resource to customers is the first building block of a successful sales management function. The foundation for this is customer segmentation, oriented towards customer value and potential; a process intended to avoid missing growth opportunities as a result of misdirected capacity.
Customer care concept
Customer care concepts are used to plan and fix the ways and frequency a client should be contacted by key account management, regional sales representatives and call centres. In many companies customer care concepts are often not aligned to sales cycles or are even non-existing.
Sales management / tactics
The third building block for an optimising sales impact is efficient sales management (team). Excessive sales priorities, lack of focus and too much individual freedom are often symptoms of unexploited sales potential. Professional sales management systematically transposes strategic business objectives into sales actions, based on clearly defined sales cycles.
Relationships between producers and retailers are often characterised by conflicting interests of the players, by intensive negotiations and even confrontation. Manufacturers that come from a relative position of strength in their own markets, have the option to establish programmes to increase major retailer retention. This special relationship with the largest retail groups opens up new strategic options for both sides as well as challenges for other producers.
Joint marketing activities based on reciprocal agreements provide both parties with additional market potential - the market itself does not change but marketing becomes more sophisticated, with a higher return on investment.
SEMPORA consultants have helped many industrial producers and service businesses to successfully develop and implement customer retention programmes.
Producers have to deal with the increasing concentration of retail groups, changes to retail market structure, and the complexity of managing on- and off-line sales channels. A sales organisation audit aims to define the optimum size of the sales management team, the sales team structure, as well as effective processes and departmental interfaces. The development of online channels also means that for the future different qualifications and experience and new training may be required of sales personnel.
SEMPORA has extensive experience of reorganising sales functions, covering all relevant sales management activities.
Franchising provides a model for growing rapidly without the commitment of the large capital outlay required for expansion of own outlets. SEMPORA’s experience shows that the basis for successful franchise systems is a Fair Share philosophy, by which franchisees are given the best chances of quickly multiplying.
From working with market leading franchisors SEMPORA consultants understand the importance of the operational aspects of a franchise system. The right balance between the strategic growth plan and operational details will determine the success of a particular system.
SEMPORA supports its clients in overcoming these challenges.