SALES CONSULTING

Sales and customer
organisation

Consolidated economic structures are a breeding ground for extreme competitive pressure. Falling prices and margins are additional factors that continuously increase the demand for subtlety in sales processes and workflows.

Sales systems are consequently becoming increasingly complex and bear bilateral responsibility:

Customer Qualification

The successful redesign of sales organizations begins with the intelligent clustering of existing customer potential.

Customer qualification, the segmentation of customers, is based on a wide variety of factors such as turnover, revenue, product and service as well as the type and cost of support or is simply implemented according to targeted investment areas in which the respective company would like to generate revenue in the future.

Customer Development

One of the main objectives of customer qualification is to ideally fully exploit the customer’s purchasing power potential; to put it more simply: customer development.

The customer segments classified as part of customer qualification can be divided into the categories of key account, development and pool in the context of sales consulting.
In the key account area, the aim is to maintain sales by increasing customer loyalty, while the development area has the clear objective of better utilizing the customer’s purchasing power in the future.

With over 20 years of experience in the operational IT business (distribution and production), rbt:Consulting provides its customers with a high level of expertise in the area of sales mechanisms (B2B and B2C).

SALES CONSULTING

One-tier / two-tier sales
models

(multichannel sales)

“Time to market” and lifecycle management are probably more important in the ICT / CE sector and other technology-driven economic segments than in any other economic sector.
This makes the choice of the right distribution structure all the more important in these sectors. But which path in the supply chain is the right one at which point in time?

  • Who are the target customers and what are their purchasing habits?
  • Aren’t results significantly higher when distribution is bypassed?
  • Which type of distribution should be chosen and when?
  • What channel conflicts arise from direct business, distribution, mail-order retail or eTail?

The choice between direct and indirect distribution is so complex today because sales processes themselves are becoming increasingly complicated. Simple “mainstream models” are a thing of the past and today quickly lead to a dead end. Hybrid cross-selling methods, on the other hand, create a strong competitive situation and excellent benchmarking.

However, if the laws, opportunities and risks of such complex systems are not carefully considered in the context of sales consulting, cardinal errors can prevent business success.

As part of sales consulting, rbt:Consulting examines the opportunities and risks of sales systems. The profound market expertise and visionary view of our consultants is of particular importance here. Furthermore, rbt:Consulting helps with the necessary networking within the distribution industry. We establish contacts and support clients in the implementation of the chosen distribution model.

SALES CONSULTING

Partner
programs

Individual partner programs are part of intelligent business models. They create a comprehensive and competent representation of a manufacturer or a product at regional level or within a market segment.

A volume or success-driven program also brings positive growth for pure retail companies. First and foremost, such a – necessarily tailored – program supports customer development and builds a close relationship with the customer.

These are precisely the success parameters for a long-term customer base in the context of sales consulting. The partner program has the task of creating real added value without jeopardizing the company’s own revenue calculation.

Advantages of the partner strategy:

  • Long-term customer loyalty
  • Strategic partnerships
  • Ideal service platform
  • Fast and effective communication channels to the market
  • Calculable forecast size
  • Sales-related increase in company value via asset

The employees of rbt:Consulting are experienced in sales consulting and in setting up operational partner programs. These have already been very successfully established in the market. Exactly this practical experience is what the consultants at rbt:Consulting pass on to their clients. In addition to planning, they oversee the marketing and sales development of the programs and are therefore responsible for the results.

SALES CONSULTING

Commission
models

One of the effects of successful customer qualification is the creation of a platform for sustainable commission systems. The requirements for expense-based sales structures in particular necessitate performance-based benefit systems.

But how does a commission system really work successfully?

  • Motivation to demand quality
  • Achieving long-term goals, quantity and quality
  • Ensuring a specified call volume
  • Involvement in the success of a virtual team
  • Cross-team solutions for the implementation of quick targets
  • Target agreements for new customer segments or new technologies

rbt:Consulting develops and implements resilient commission models. Our consultants operate with a high level of sales skills and know exactly how to reflect the needs of the company in future-oriented performance systems.