The days when successful and, above all, future-proof sales organizations were based solely on superior sales staff, efficient sales processes and a lean sales organization are long gone. Today's influences on existing business and sales models are too diverse and have become too complex. Growing competitive pressure is exacerbated by expanding disruption and the entry of new agile competitors. In addition, increasing market transparency is driving the need for improving customer experience and interaction in shorter cycles. Established business models are thus threatened in their future viability and resilience. Past sales successes are no guarantee for future successes and certainly no guarantee for future existence. Set the right course today!
Being fit for the future means rigorously placing the customer at the center of thinking in all business areas. Gearing products and sales towards customers is simply not enough. Customers rather expect to be surprised and inspired at every contact point on their individual "journey". Customers will become fans and ambassadors of a company only if all employees develop a deep self-perception of wanting to inspire their customers.
It is therefore not any longer about simply selling products or services, but rather about creating added value through individualized customer services. Customers do not buy products but seek advice on how to satisfy their needs and wishes best. To meet these needs in the best way and maximize customer satisfaction at the same time, companies should embed their expertise in needs-centered ecosystems. Consequently, the question arises as to whether companies should set up their own ecosystem or join an existing one.
On the other hand, long-term viability in sales also means keeping the rein of action. Those who merely react to disruption and new competitors will lose customers in the long term and experience massive pressure on earnings and margins. Business and revenue models must be set up in such a way that they are largely immune to expected disruption and competitors. The maxim is: Become a disruptor yourself and actively bring your business model in front of the wave of change and disruption!
In this context, the logical question is about which sales channels companies use to offer their customers the best customer experience and how today's hybrid customers can move seamlessly between these worlds. Digital and personal in the same customer journey is today's solution. Customers want to be able to decide for themselves how to make contact at any point in time. Providing information and knowledge about the customer across all sales channels and integrating it seamlessly into the sales processes is the prerequisite for a superior customer experience and ultimately delighted customers.
Digitization is not a self-purpose, but a prerequisite. It requires a consistent end-to-end focus on customer experience and downstream processes at the same time. If the digital customer journey is interrupted right after customer access, customers will be disappointed. Tomorrow's customers expect more than ever digital end-to-end processes, support from access to delivery and especially after sales service. The customer expects to be always in the driver's seat and to have full transparency.
The basic disciplines in sales excellence will continue to demand special attention and play a key role in the future viability of the business model with respect to sales. This - above all - especially applies to transformation readiness at the interface to the customer. If the basis is technologically up to date, pragmatically implemented and well-orchestrated with the other corporate functions, an organization's chances of success for the challenging future sales transformation increase substantially.
We are specialists in sales with a focus on developing sustainable sales models for the future, holistic customer centricity and sales excellence. Our customers value our long-time experience in sales, our enthusiasm for their customers and markets, and our deep understanding of their business models.
They trust us in customer-sensitive areas because we know the decisive levers in sales, we are strong executors and demonstrate marathon capabilities in transformation. Our innovative solutions are pragmatic, tailor-made and always focused on the customer's needs. In doing so, we do not get lost in details and are never satisfied with "08-15 solutions".
Our employees are personalities with courage and consulting at eye level with a positive attitude and ambition to make things a little better every day.
Let us be your temporary co-pilot to develop a viable sales function for the future!
