Consultative Sales

Consultative Sales methods like SPIN Selling, Action Selling and other world class sales methodologies are important not only for the sales team, but for actually the whole company.

One of the top management consultants had once mentioned – how many sales people should be there in a company. As many as the No. of staff that the company has.

It means that each and every person, whatever is the role, has to think from the customer perspective also, al the time.

It would be a good idea to have key people from all the departments trained and exposed to such thinking.

Consultative Sales (Customers come to you during Recession also)

Like you go to the doctors, when you have a problem.

Consultative Sales will help you get connected and engaged with the customers to the level that they would come to you first for solving the problems that they are facing.

Sales Training, Pre Sales, SPIN Selling, Consultative Sales, Proposal Making, Proposing Solutions, Negotiations, Closing techniques are couple of areas where we will support.

SALES, MARKETING & MARKET RESEARCH (Make your company recession proof)

Sales, marketing, market research are a dynamic cycle of continuous study and implementation.

Researching the various target customers based on our best ability to serve their needs in the most effective manner, creates a great relationship between the customers and the company.

As the customer needs keep changing, mapping the needs on a regular basis, re-evaluating the service offerings, customizing the solution packages, fine tuning the delivery mechanism are regular requirements.

Stronger brand awareness, stronger customer engagement, the integration into the customers life style (personally or professionally), becoming indispensable by solving their mission critical problems and supporting them in fulfilling their dreams and visions.

Geographical reach along with strong segmentation and mapping each segment is important.

This is one of those make or break areas of the organization where the top management has to be keenly involved.

Strategy Implementation – BSC (Balanced Scorecard way)

Balanced Scorecard by Dr. Robert Kaplan and Dr. David Norton is one of the strong tools available currently in supporting the companies to get clear of their strategy and to do holistic, organization wide implementation. Strategy Maps and Balanced scorecards are very useful tools for strategy planning, communication, monitoring, evaluation, course correction and overall implementation.

Ensuring that the strategy implementations is done powerfully on all the 4 perspective of Finance, Customer, Process and Capability perspectives, organizations can ensure that on a daily basis they are moving forward in the strategy implementation.

Highly committed and transformed organizations also have couple of other dimensions including Impact on Society.

Different organizations depending on their genre will have different focus, e.g. government, NGO and similar organizations may not be highly focused on the financial perspective.

R&D organizations, Manufacturing Organizations etc., may have extra focus on the process perspective.

“Learning organizations” may focus more on the capability, learning and growth perspective.

But each and every organization committed to sustainable growth have to have balanced growth.

Team alignment, each department scorecard, each individual scorecard, the vertical and horizontal alignment and the lead and lag measures are very useful dimensions of implementing strategy the BSC way.

Need support in creating or implementing your strategy?

MANAGEMENT INNOVATIONS

managementinnovations2020@gmail.com; manojonkar@gmail.com

919375970812

Strategy Creation – SWOT, TOWS & Blue Ocean Thinking

Strategy creation begins with SWOT or actually better is TOWS i.e. SWOT in reverse.

Starting with Threats, Opportunities, Weakness and Strengths.

As we facilitate the TOWS analysis, you will see lot of inputs on which you can create the strategy.

Industry Analysis, Competition Analysis and Blue Ocean Thinking.

Organizational Strategy will also include product strategy, marketing strategy, finance strategy, hr strategy, sales strategy, production strategy etc.,

 

For help on implementing SWOT, TOWS and other Strategy creation and implementation processes, contact us:

MANAGEMENT INNOVATIONS

 managementinnovations2020@gmail.com; manojonkar@gmail.com;

919375970812

How we help you implement your vision,mission and values

  • An original authentic vision is always easy to share with passion and get people’s alignment.                                                                 
  • You will be guided on how to share your vision effectively and get your people on board.                                                                                   
  • Re-evaluating each work done on a day to day basis and differentiating between which is forwarding the mission and the vision and is in alignment with the Core Values and what is not.        
  • Identifying the most critical actions and conversations required in your organization for the fulfillment of the vision, mission and honouring the core values.                                                        
  • Creating a clear list of WHAT’S ON and WHAT’S NOT ON in the organization.                                                                                                             
  • Education, Education and Education for the team.                                   
  • Seniors walking the talk.

For detailed inputs on Creating and Implementing Vision and Mission, contact:

MANAGEMENT INNOVATIONS

managementinnovations2020@gmail.com;  manojonkar@gmail.com; 919375970812