In principle, sales are only successful in the long term if they are based on a coherent concept with a well-balanced cost-benefit ratio and pursue a convincing strategy that optimally exploits the available potential.

But a well-conceived concept does not guarantee that the sales targets will be met, but merely provides the basis for planning and implementing appropriate measures and must be regularly reviewed for efficiency and effectiveness.

Smaller adjustments and changes are continuously necessary to optimize the sales processes.

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B2B sales for ICT companies
Active sales support, business development, management, strategies, coaching, field support, manuals
Optimized human resources for ICT companies
Recruiting, Interviews, Personnel Selection, Onboarding, Managed Services
Training / education
Training of hard and soft skills, individually and proffessionally by experienced trainers 
Business Improvement
Improvement of your processes, introduction of modern methods and tools, Scrum, digitization, IoT

THE SALES OPTIMIZATION THROUGH A SALES ANALYSIS

However, more extensive sales optimization measures are required if the numbers associated with customer acquisition or the sales margins are well below the targeted sales targets.

As an aid that analyzes and evaluates the sales work, the sales analysis is used. As part of a sales analysis, all areas that influence sales success are systematically reviewed.

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Trends for sales
Customer Journey: Brightening the "Darkside of the Customer Journey" requires regaining control over the buying process.
Market development: Excellent market intelligence is the prerequisite for successful market and customer analysis in real time.
Digital transformation: Only through an individually designed digital transformation in sales can important competitive advantages be saved and new ones gained.
Source: Based on: "Recapturing distribution through digitalisation" (Sales Excellence Issue 12 | 2018, page 44).

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