Growth & Sales Performance

The dynamics on the sales markets present many organizations with strategic decisions that have a direct impact on growth and earnings. The key influencing factors here are:

• Stagnating top-line growth with rising costs: The gap between stagnating or even declining sales and continuously rising direct and indirect costs jeopardizes profitability
• Unutilized market potential: A lack of transparency regarding the performance of individual business areas, market segments, products and customer groups, including cross-selling opportunities, prevents the full top-line potential from being exploited in the current business model
• Lack of prerequisites for tapping into new market segments: a lack of transparency regarding the potential of a target market, a lack of go-to-market approaches, insufficient resources or inadequate sales structures and processes prevent the realization of new growth opportunities
• Inefficient sales processes: Manual and redundant sales processes increase sales costs, slow down market response and put a strain on customer relationships
• Ineffective front office structures: Fragmented customer strategies, inconsistent pricing policies and inadequate market and customer processing prevent the full sales potential from being realized
• Endangered customer relationships: Falling customer satisfaction scores and low retention rates make expansion opportunities and the realization of cross-selling and up-selling potential more difficult

In the "Growth & Sales Performance" consulting field, the focus is on sustainably increasing sales performance. The targeted dovetailing of portfolio management, strategic and operational sales excellence, customer focus and organizational efficiency creates a resilient basis for profitable growth - even in dynamic market environments.

The service portfolio addresses both the increase of the top line and the realization of efficiency gains and the reduction of sales costs. The holistic approach combines strategic foresight with operational implementation expertise and enables end-to-end optimization of all relevant front office dimensions - from product strategy to market development and customer interaction.

Marketing, sales and service are not viewed as isolated silos, but as integrated, market-oriented functions whose performance is coordinated and optimized across divisions. Implementation takes place along a structured transformation process that comprises four central fields of action:

A systematic analysis of the overall portfolio is carried out across all relevant dimensions - products, markets, business areas and regions. Data-based methods are used to evaluate the performance of the portfolio in order to identify specific growth potential per customer and segment and to quantify untapped market potential. Both strategic and operational aspects for adapting to new market conditions and increasing competitiveness are taken into account. Additional pricing optimization includes the redesign of price segments and condition systems, the adjustment of price and discount policies and the structured renegotiation of cost increases to ensure sustainable profitability.

The development and optimization of market entry strategies is based on existing customer strategies and offers a holistic and specific view for certain markets, products or business units. Effective market entry, expansion or sales strategies are developed and suitable customer groups and optimal sales channels are identified through precise target group analysis and segmentation. The development and adaptation of existing strategies and the design of new business models enable you to react agilely to changing market conditions. We support you in gaining and expanding competitive advantages in market access or market penetration and in consistently exploiting growth opportunities.

The efficiency and effectiveness of the sales organization is increased through comprehensive process optimization and automation along the customer journey. The development of a future-proof target operating model in combination with the implementation of advanced control mechanisms creates the structural prerequisites for sales excellence. The aim is to increase process efficiency while reducing sales costs and establishing a flexible and adaptive sales organization that can react quickly to market dynamics. The establishment of efficient key account management structures ensures sustainable support for strategically important customer relationships.

The systematic improvement of customer interactions across the entire life cycle is based on data-driven approaches to increase customer satisfaction and the use of technologies for continuous customer feedback analysis. The optimization of service operations, including customer service and field sales, promotes an in-depth understanding of customer needs. With the development of consistent omnichannel strategies, a consistently positive customer experience is developed across all touchpoints for a targeted increase in competitiveness.

With our "Growth & Sales Performance" solutions, we offer a targeted and sustainable transformation of the sales organization and individual sub-areas. Growth potential is systematically tapped through optimized portfolio strategies and more effective market cultivation. Intelligent pricing strategies and successful adjustments to terms and conditions significantly improve the margin situation. A more efficient organizational structure or process organization and consistent process optimization reduce sales costs while simultaneously increasing sales effectiveness. Modern management tools and automated processes increase agility and performance. At the same time, the systematic improvement of the customer experience leads to increased customer satisfaction and loyalty - the basis for long-term customer relationships.

Our integrative approach transforms your company into an efficient and customer-centric organization that consistently exploits market opportunities, secures sustainable competitive advantages and enables profitable growth.