Consultation · Sales Performance
Sales strategy consultation: prospecting, offer and sales management
The sales strategy consultation examines stagnating revenue, scattered prospecting or an overly long sales cycle. These difficulties often stem from targeting, the offer or management rather than from sales effort. The consultation results in three to five priority actions. It takes the form of a note, delivered within 5 working days, or a 60-minute video conference.
Coming soon
Languages: French
Note: 5 working days after receipt of the complete information; video conference: slot set at least 7 days after booking (priority slot within 5 working days, without right of withdrawal), Tuesday to Thursday
Formats: Written note; Video conference 60 min
Situations suited to a sales strategy consultation
- An SME notes stagnating revenue despite sustained sales effort.
- A service company spreads its prospecting over too many targets.
- A sales manager observes a lengthening of the sales cycle without identifying the cause.
- A manager questions the clarity of the value proposition of the company’s offer.
- A team follows up its prospects irregularly and struggles to collect payment for its sales.
Process
- Needs gathering: the firm first gathers the need and the available sales indicators, asynchronously.
- Review of the sales set-up: the firm then analyses the client portfolio, the offer and the sales process.
- Identification of bottlenecks: the analysis then locates the bottlenecks. They concern targeting, the value proposition, follow-up or collection.
- Priority actions: the firm then formulates three to five priority actions.
- Presentation of findings: this takes the form of a written note or a 60-minute synchronous video conference, from Tuesday to Thursday.
Deliverable
The deliverable of the sales strategy consultation takes the form of a guidance note or, by video conference, a session record. In both cases, it presents three to five priority actions. It links these actions to monitoring indicators. The note is delivered within 5 working days of receipt of the complete information. For the video conference, the slot is at least 7 days after booking (priority slot possible within 5 working days of receipt of the information). The client thus has a management framework for the next steps.
Prerequisites
The consultation is intended for organisations with at least twelve months of sales history. It requires revenue for the last 12 months by segment and an anonymised list of the main clients. The current offer completes this information, along with any tracking tool.
Frequently asked questions
How is the choice made between the note and the video conference?
Both formats result in three to five priority actions, accompanied by monitoring indicators. The sales guidance note provides a structured written record, delivered within 5 working days. The 60-minute video conference, on the other hand, allows direct discussion of the bottlenecks. It gives rise to a session record. The choice therefore depends on the intended use of the deliverable.
Why require twelve months of sales history?
The consultation is based on a review of the client portfolio, the offer and the sales process. This review relies in particular on revenue for the last 12 months by segment. This is why the target audience has at least twelve months of sales history. A more recent organisation may, where appropriate, turn to the early-stage consultation. The latter is intended in particular for young companies less than three years old.
Does interactive assistance help to prepare the consultation?
Yes. Interactive assistance supports the completion of workbook O-09 before the consultation. In particular, it explains the sections, clarifies what is expected and checks the completeness of the answers. However, it does not issue any opinion and does not make any recommendation. The firm alone conducts the analysis and formulates the priority actions.
What time frame for the note or the slot?
The note is delivered within 5 working days of receipt of the complete information. For the video conference, the slot is at least 7 days after booking (priority slot possible within 5 working days of receipt of the information), from Tuesday to Thursday. These periods are indicative. They therefore run from receipt of a complete file, hence the value of gathering the prerequisites when the request is submitted.
Does the sales data provided remain confidential?
Yes. The firm treats as confidential the information and documents provided by the client. It uses them solely for the purposes of the service. This obligation also survives the end of the relationship. The list of main clients is, moreover, provided in anonymised form.
What follows the consultation?
When the priority actions call for structured work, the Sales System package takes over. The Communication Action Plan package, for its part, addresses communication issues. For long-term follow-up, the Steering subscription is intended for growing SMEs and mid-sized companies. In addition, the early-stage consultation and the institutional communication consultation complete this pathway.
Does the sales strategy consultation guarantee an increase in sales?
No. Like any service provided by the firm, the consultation is subject to an obligation of means. It therefore carries no guarantee of results. The client remains the sole decision-maker regarding the implementation of the priority actions. The monitoring indicators nevertheless make it possible to measure their effects over time. Finally, the client is responsible for the accuracy of the sales data provided.
Out of scope
The sales strategy consultation does not include the training of sales teams. It also excludes the implementation of a customer relationship management tool. Finally, the firm does not conduct any prospecting on behalf of the client. The consultation is thus limited to a review of the sales set-up and the formulation of priority actions.
- Prepared by ASKonsult
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Consulting firm not registered with the Bar; no representation before the courts and no act reserved to the regulated legal professions.