PRACTICAL METHODOLOGIES
Our methodologies blend multiple disciplines and schools of thought. We combine the best elements into an effective and coherent approach accelerating the design and improvement of your operational capabilities –an approach proven in a variety of large and medium-sized companies in technology, e-commerce, manufacturing and other sectors.
Sales Economics Methodologies
The Sales Economics Inc. consulting model responds to sales organizations’ need for both strategic thinking and skills in execution. Our associates bridge the gap between the thinkers who develop strategy and the doers who make it happen.
Unlike other professional-services firms that assign generic-skills consultants to projects, our associates offer extensive cross-functional expertise in sales, finance, pricing, marketing, IT, and operations.
Our engagement methodologies are based around a cross-functional, multi-disciplinary approach to organizational change, and our personnel are recruited from the ranks of that special set of managers who have successfully designed and managed efforts that cross organizational boundaries from sales to finance to operations. Sales Economics offers an unmatched engagement model capable of dealing with sales-related organizational challenges from a holistic perspective.
As our company name implies, Sales Economics focuses on the economics of the selling process and the implementation of improvements reflected in financial metrics. Our methodologies are aimed at redesigning sales-related organizational structures and processes, so as to optimize operations and maximize the sales function’s contribution to company profitability.
As professionals who have worked extensively in many contexts in large and mid-sized companies, our associates are able speak the “language” of people throughout the organization, from C-level to front-line staff, across functions. Our processes are designed to make sure all stakeholders are involved in the improvement process, and that any change is rationalized by quantitative methodologies, whenever possible, focused on meaningful metrics that impact the bottom line.
Realizing that companies want to control risk and costs in operational re-design projects, Sales Economics conducts its engagements according to a phased methodology. Most of our projects are carried out in three modules, with a pause at the end of each phase to measure results and to decide whether to move forward into the next stage:
I. – Initial Diagnostic
Unlike other professional-services firms that assign generic-skills consultants to projects, our associates offer extensive cross-functional expertise in sales, finance, pricing, marketing, IT, and operations.
Our engagement methodologies are based around a cross-functional, multi-disciplinary approach to organizational change, and our personnel are recruited from the ranks of that special set of managers who have successfully designed and managed efforts that cross organizational boundaries from sales to finance to operations. Sales Economics offers an unmatched engagement model capable of dealing with sales-related organizational challenges from a holistic perspective.
As our company name implies, Sales Economics focuses on the economics of the selling process and the implementation of improvements reflected in financial metrics. Our methodologies are aimed at redesigning sales-related organizational structures and processes, so as to optimize operations and maximize the sales function’s contribution to company profitability.
As professionals who have worked extensively in many contexts in large and mid-sized companies, our associates are able speak the “language” of people throughout the organization, from C-level to front-line staff, across functions. Our processes are designed to make sure all stakeholders are involved in the improvement process, and that any change is rationalized by quantitative methodologies, whenever possible, focused on meaningful metrics that impact the bottom line.
Realizing that companies want to control risk and costs in operational re-design projects, Sales Economics conducts its engagements according to a phased methodology. Most of our projects are carried out in three modules, with a pause at the end of each phase to measure results and to decide whether to move forward into the next stage:
I. – Initial Diagnostic
- Identify current and likely future bottlenecks in the sales process and their impact on operational metrics critical to achieving financial goals.
II. – Performance Diagnostics and Program Development
- Review the economics of the sales process end-to-end and identify root causes for specific bottlenecks.
- Identify misalignments between operations and business strategy.
- Develop an operations improvement roadmap, describing specific problem areas and defining directional solutions and priorities.
III. – Capability Development and Coaching
- Provide expertise to help the organization develop practical solutions, build capabilities to address problems, and implement measures defined in the roadmap – see our “Capabilities” overview.
- Enable the organization to adapt operations to changes in the marketplace and in the business model.
