Sales management consulting

Sales management consulting

Who do I work with?

Based on my 15 years of experience in consultative sales management and strategic projects, I help companies increase their management effectiveness and sales efficiency and build high-performing business-to-business sales organizations step by step.

My clients are companies looking to increase scale and effectiveness in a healthy way – strategically, collaboratively, process-wise, with more systematic and predictable operations that enable smooth business scaling.

Obszary mojej ekspertyzy doradczej

Strategic operations

  • Establishing the mission and vision
  • Formulating sales strategies
  • Setting priorities and the critical path to success
  • Building competitive advantages based on the company's unique resources

Positioning of solutions and services

  • Positioning solutions in the market, Board-level communications
  • Defining benefits and values of solutions for customers
  • Communicating values, calculating ROI
  • Building bundled offers, solution-based pricing

Organizational and team structure

  • Organization structure, roles and responsibilities
  • Personality profiles for hunting/farming sales
  • Productive and unproductive working time
  • Increasing the effectiveness and creativity of team activities

Sales processes

  • Customer buying processes
  • Pre-sales and post-sales processes
  • Qualification criteria for contacting customers
  • Criteria for validating sales opportunities

Account and territory management

  • Sales territory management
  • Hunting vs. farming sales activities
  • Cross-selling and up-selling techniques
  • Building long-term relationships based on trust

Strategic customer segmentation

  • Strategic customer segmentation
  • Priorities for action and service delivery
  • Stakeholder and decision maker mapping
  • Criteria for qualifying marketing leads for sales activities

Customer conversion models

  • Advanced consultative B2B sales techniques
  • Negotiation techniques in large projects
  • Communication with decision makers from the Board / HQ
  • Handling customer complaints and grievances

Team discussion processes

  • Operational reviews
  • Team meeting facilitation techniques
  • Feedback and managerial coaching
  • Department/company stakeholder management

Sales targets and operational indicators

  • Sales targets setting methods
  • Methods of accounting for individual sales performance
  • Indicators for ongoing monitoring (KPIs)
  • Analytics for key CRM indicators

Forecasting and reporting

  • Sales funnel construction (process, steps, opportunities, next-step triggers)
  • Sales funnel analytics and metrics
  • Forecasting and reporting methods
  • Business support in CRM implementation (Salesforce / HubSpot)

Sales management

  • Inspiring, motivating financially and nonfinancially
  • Rewarding and appreciating
  • Methods of controlling performance and behavior
  • Models, agendas, scenarios and questions for regular meetings and discussions

Change management

  • Change management processes and techniques
  • Involving employees in decision-making processes
  • Minimizing conflicts and resistance

How do I work?

My consulting programs are focused on sustainably improving a client’s precisely defined business metrics, such as sales performance, pipeline and profitability growth.

To support clients in achieving these goals, I conduct holistic consulting initiatives lasting 6-12 months. The projects involve working in parallel at different levels of the client’s organization and different work techniques (organizational analysis, consulting, business coaching, workshops for teams, training for consultants and their managers and support in change implementation).

The uniqueness of my approach also lies in the in-depth analysis of the sources of business problems, seeing the client’s organization as a whole, simultaneously working with hard and soft elements and supporting the client in the implementation of the solutions developed.

Business and organizational results

Examples of the results of Scaleup consulting projects include:

Promotion of the sales region from 24th to 1st place out of the company's 26 regions within 6 months of completing the project with Scaleup

Year-on-year sales growth in 90 retail banking locations as a result of a project focused on reversing the trend of declining sales performance

Conceptualization and implementation of a new multimillion-euro business line related to global licensing of the company's intellectual property - consulting and overall management of the project and B2B sales in cooperation with strategic partners

Consulting support in building the B2B sales organization (global enterprise software sales) in the areas of structure, processes, management, forecasting, reporting and consulting sales techniques. Growth of pipeline and protection of results despite the COVID-19 outbreak

Read more about my projects

GO TO PROJECTS

See customer and participant feedback

GO TO FEEDBACK

If you are looking to increase sales or management effectiveness in your business, I invite you to talk about the possible scope of support in a free online consultation.

Linkedin

info@scaleup.center

Scaleup Sp. z o.o.
Wal Zawadowski street 93/2 02-986 Warsaw, Poland
EU TAX ID: PL5213230608

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