Sales strategy
The starting point is the question of which customers you wish to reach, through which channels and with which offering. Together with you, we clarify target groups, sales channels and the role of inside sales, field sales, partners and digital channels. From this follows how many sales staff with which profile are required and what support they need.
Territory planning and field sales
For companies with a field sales force, well-considered territory planning is central. Territories should be shaped according to market potential, travel times and customer density so that every employee has a fair and achievable task. Unbalanced territories lead to idle time in one place and lost customers in another.
Equally important are clear processes from first contact to order: Who qualifies an enquiry, who arranges the appointment, how is follow-up handled, and when is a quotation deemed lost? The more clearly these steps are defined, the better sales can be managed.
Key figures and management
Management needs figures that indicate early on where revenue is heading. In addition to order intake, we therefore look at leading indicators such as enquiries, appointments arranged, quotations submitted and closing rates. Such KPIs (key performance indicators) show at which point in the sales chain potential is lost.
Together with you, we develop a manageable set of key figures and a rhythm for sales meetings in which not only results are reported but measures are agreed.
- Enquiries and source of enquiries
- Appointment rate and appointment attendance
- Quotation volume and closing rate
- Average order value and contribution margin
CRM and software support
A CRM (customer relationship management system) is the memory of the sales function. It makes customer history, open quotations and tasks visible to all authorised users and supplies the data for the key figures. We help with selection, the design of the sales stages and implementation.
Terminauticus is software of Terminauticus LLC (USA), which KIRCHNER Finanzgruppe distributes exclusively in Europe. It combines appointments, territories, field sales, order processing and digital signature. Further information is available at terminauticus.com.
Frequently asked questions
Do you also support building a sales organisation from scratch?
Yes. Together with you, we develop the sales concept, territory layout, processes, requirement profiles for sales staff and the necessary key-figure management.
How many key figures does a sales function need?
As few as possible, as many as necessary. A manageable set of around five to ten key figures that is discussed regularly is usually more effective than an extensive report that nobody reads.
Is Terminauticus a prerequisite for the consulting?
No. The sales consulting is independent of any particular software. Terminauticus is one option that we present if it suits your requirements.