tactivity
thoughtful. action.
How You Win
OK, you want to grow, but you want profitable sales growth - we get it. You have this great business but it could be so much better if you grew your sales. Every good idea requires solid implementation to deliver results. From Territory Effectiveness to Market Segmentation, we put structure to your ideas to deliver profitable sales growth. We take your concept and frame it up with solid plans that provide focus for your sales team.
Our client, a mid-sized business services firm approached the marketplace with an “all business is good business approach”. Sales executives were focused on bringing in smaller customers because of the shorter sales cycle associated with this type of customer. A thoughtful analysis of the their customer segmented by industry, pricing and margin revealed that the smaller customers were in fact the least profitable. The market segmentation identified two key markets that were 20% more profitable and were not an area of focus for the client. Because of this action our client grew sales by 25% in the first year.
You've got a strategy that's solid, but you're not getting consistent results. At Tactivity, our experience can help develop sound, repeatable processes for your sales team. We take the guesswork and mystery out of sales by ensuring your company has a solid process around Customer Acquisition, Account Penetration, Pipeline Management, Deal Qualification and Sales Call Execution.Our client, a Fortune 1000 business services firm had been experiencing a decline in the major account sales. Account Managers appeared to have robust pipelines and busy schedules, but no profitable sales growth. A thoughtful look into every deal in the pipeline uncovered a major flaw in their deal qualification process. This major flaw was akin to each Account Manager chasing garbage trucks they though “might” be filled with cash. The development of tangible actions and milestones for deal qualification as well as pipeline management repurposed the account managers on major accounts that has real opportunity. This resulted in a 36% increase in major account sales in the first year.
Sales growth can hide a multitude of sins. But will happen next quarter or next year? Today's business environment can expose your weaknesses; key performance issues previously masked by a robust market. These weaknesses undermine your sales team and will continue limiting sales effectiveness even after the economy improves. Simplifying accountability by only looking at sales results without conducting deep dives into sales plans, business reviews and talent assessments can be short-sighted and mask your potential. All too often we see the best laid plans for success poorly executed; or worse, not even attempted! We’re experts at developing the tools to enable accountability within your sales organization.Our client, a mid-sized promotional products company had a tremendous track record of growth over its history, but a slowdown in the past year revealed some gaps in business development and customer acquisition. A thoughtful talent assessment was conducted and revealed a gap in both portfolio and account planning. A business review process was introduced that created a performance loop to develop actionable plans and periodic review of activities by senior management to ensure business development goals are achieved. Within 90 days the pipeline grew from $9 million to over $50 million.