Sales Performance

Sales performance in Morocco: situations addressed

The department steps in when sales slow down without a clearly identified cause. It also steps in when an organisation has no sales director.

In both cases, the review covers the sales strategy, target segmentation and the organisation of the sales force. It then covers the objectives set and activity tracking.

For sales performance in Morocco, the work therefore aims at realistic, cascaded objectives. It also aims at tracked indicators and formalised sales processes.

The department belongs to the Strategy & Operations pole. When the file requires it, it works with the Marketing & Innovation department, which handles positioning and the offer. Based in Marrakech since 2014, ASKonsult also offers a dedicated package for very small, small and medium-sized businesses.

Approach and interventions

Each assignment begins with a preliminary diagnosis. The founder then leads the assignment directly, from diagnosis to recommendations.

Interventions cover in particular:

• diagnosis of the sales organisation and practices;
• sales strategy and target segmentation;
• structuring of distribution channels;
• setting and cascading objectives;
• sizing of the sales force;
• sales processes and customer relationship management.

The firm can also provide outsourced sales management for a defined period. The deliverables then include a sales diagnosis, an action plan and objectives by segment and channel. They also include job descriptions, sales pitches and a management dashboard.

Organisation charts and sales job descriptions then clarify each person's role. Finally, outsourced sales management reports account for each period of intervention.

Sales performance in Morocco: related tools and services

Several tools and services support sales performance in Morocco:

• Business management kit – Prospecting, invoicing, collections, cash flow;
• Grid – Self-assessment of interpersonal skills;
• Sales consultation – Prospecting, offer and sales management;
• Structuring the sales set-up;
• Strategic diagnosis and roadmap.

The management kit links prospecting to cash flow, which clarifies the link between sales and collections. As for the self-assessment grid, it also belongs to the Executive Learning department. Finally, the strategic diagnosis places the sales question within the organisation as a whole.