Sales Performance Challenges and Results

Challenge	+ Catalytic Management	Result
Declining revenues and low sales productivity	Unbiased analysis of past and current performance, competition, positioning and sales people	Revenue moves in the right direction: up!
Flat year-to-year sales per customer	Examine customer value and product mix, review sales person / customer relationship and account management skills and identify customer’s real problems and needs	New revenue opportunities with existing customers
Inexperienced management team	Individual & team skills assessment, customized training and executive coaching	Effective leadership and strategy execution delivering improved performance company wide
New competition	Research competitor positioning, address sales skills gaps and shift customer focus as needed	Continued growth despite competitive pressures
High dependence on too few customers	Assess impact of sales compensation on business drivers, create model customer acquisition plan, and build business expansion strategy for other customers	Broader customer base, increased revenues
Dissatisfied major customers	Comprehensive situation investigation and remedial plan	Improved customer satisfaction and service
Dropping market share and growth rates below industry levels	Pinpoint precise causes (competition, internal barriers, skills gaps, customer changes) and implement action plan	Market share stabilized and improved, growth rates on track
Conflict between sales and other business functions	Collaborate with management team to ascertain causes and conditions, identify conflicts and barriers, integrate customer needs, and build a resolution strategy	Removal of impediments to business and increased productivity