Sales organisations today face several challenges that can lead to declining channel profitability. Many of these factors are highly manageable. These include:
- Poor customer experience and high customer churn
- Insufficient customer knowledge and poor application of insights
- Low sales force engagement and high talent turnover
- Ineffective sales techniques and tools leading to poor sales performance
- Process inefficiencies driving non-selling time
- Reward and performance management not driving desired behaviours and results
- Poor coaching and training design and execution
- Poor alignment to the go-to-market strategy
- “Service only” versus growth focus
How PwC can help you
PricewaterhouseCoopers has strong experience in partnering with clients to help them develop, and make operational, strategies for driving sales channel performance improvement. Sales transformation focuses on the intersection point of a client’s customers and their employees.
Our approach drives improvements in alignment, enablement and engagement, resulting in increased overall growth performance.
Our assessment of the drivers of sales performance covers four key areas:
- Sales Channel Effectiveness: understanding the effectiveness of the sales channel infrastructure and operating model and the market impact being realised
- Sales Channel Efficiency: understanding the efficiency of the sales channel infrastructure and operating model and return on investment being realised
- Sales Force Enablement: understanding how enabled the sales force is, and how the organisation facilitates superior execution of sales processes
- Sales Force Engagement: understanding how engaged the sales force is, and how the organisation motivates people to drive discretionary effort and high performance
PwC’s holistic approach to sales channel performance improvement provides clients with a comprehensive assessment of process, system and behavioural drivers impacting value creation.
Our approach focuses on creating a customer experience that drives loyalty and an employee experience that drives engagement and discretionary effort. We improve performance in sales channels through established models, methodologies and best practice tools. We work with our clients through transition and target our execution to ensure benefits realisation.
