Sales Effectiveness
Sales Performance Management
Sales Performance Management (SPM) is implemented to improve operational efficiency and sales execution. It drives revenue with a quantitative data-driven approach to plan, analyze, manage, and forecast sales performance.
Sales Performance Management software is comprised of tools and processes that automate, optimize and combine back-office sales work-flows. In addition, SPM helps efficiently design and manage sales quotas, territories, and incentives.
Anhertec can review your SPM process and help define corrective approaches to improve sale performance, which in the end, means higher revenues and greater profitability.
Sales Deck Creation
A sales deck is a digital slide presentation shown in meetings with prospects to help explain your company’s product and services with the ultimate goal of understanding why they should do business with your firm. Sales decks help prospects feel connected to your company, impress them with your firm’s past results and ultimately end with a call to action. Anhertec can review your current sales pitch process and make suggestions on how to improve or optimize your closing ratio. Are you using the Who, Pain, Cure, Connect model? If not, Anhertec can help.
Strategic Sales Plan
A strategic sales plan is typically a 1, 3 and 5 year focused document where your organization spells out its current environment, where it will be in the future and how it will get there. It defines the organizational, strategic and tactical sales goals. Often, it defines your competitive space and how you will navigate it successfully. Depending on the funding stage your organization has reached, a Strategic Sales Plan is often part of a greater business plan or used to support bank finance lending.
Anhertec Solutions knows that no sales plan survives contact with the enemy, be it a Covid-19 pandemics or unforeseen disruptive technologies. We can review current plans and help build a “living” document that maps out the tactics that allow your business to pivot and adjust to whatever the business world throws your way.
Incentive Compensation
Incentive Compensation Management IC/ICM enables you to automate and improve incentive compensation processes. ICM is an important core component of the wider concept of Sales Performance Management. As such, Anhertec can help your business review its current ICM framework and find ways to improve your current model to optimize sales performance. ICM uses a five step frame work: collect data, analyze results, calculate payments, compensate, and finally communicate to all key stake holders.
Sales Operations Analysis
Sales Operations Analysis is where the rubber meets the road. It cuts thru the noise and drills down into the real sales data and business results. Anhertec Solutions uses a data talks and “BS” walks philosophy to see what is truly going on within your sales function.
Anhertec can review your sales funnel tracking system, quote to cash process, sales KPIs, and even post-mortem your lost opportunities to better understand why sales are falling out of your pipeline and make adjustments to improve revenues and profitability.
Salesforce Automation
Salesforce Automation (SFA) is a set of software tools used to automate repetitive, administrative tasks that, while necessary, can be time-consuming and labor intensive. If the truism that more then half of a sales force’s times is spent on non-revenue generating tasks, SFA can minimize this time sink and sales reps can spend their time on the most productive tasks…selling. SFA software can also include reporting and analytics tools to understand how and where your teams efforts are being spent and is the ROI on that time investment paying off. Are your SFA tools providing a transparent view of your customer interactions and projected revenues? If not, let Anhertec help clear the waters and automate your digital sales processes.
Territory Optimization
In the past, sales territories were defined by arbitrary, antiquated systems like zip codes, city limits, state lines, rivers, and roads instead of using data intelligence to increase business revenue and productivity. Using data sets to understand the total available market space within a carve out territory, allows your sales territories to be defined by metrics like the number of and true value of the opportunities within it.
Sales territory management is a balancing act where maintaining fair, transparent and equitable sales territories, maximizing profitability, and minimizing costs are important factors that are interconnected. Anhertec can utilize spatial analytics and data science to optimize territories based on your company priorities, eliminate guesswork and create well-reasoned and data-driven territories.
