Sales management

Companies are constantly required to deliver greater sales results with fewer resources. This, however, is very demanding, especially in competitive and international business environments. Vectia has created a sustainable approach for optimising sales resources, which can be achieved through improved sales and marketing management practices.

Throughout the years Vectia has worked on sales performance with a number of companies. Based on these experiences we have identified the following key themes that deliver remarkable results:

• Proactive new business acquisition processes
• Roles and responsibilities in lead management
• Opportunity qualification
• Sales and marketing alignment
• Customer segmentation
• Quality in sales

Vectia has also created a best practice framework for go to market models. This framework covers the following key areas:

• Segment management
• Account management
• Sales management
• Sales execution

According to our experience, systematic and proactive sales require a simple process that focuses on customer benefits and that creates customer value.

Vectia has also developed an operational CRM tool-box, SalesDriver, which has been created based on Vectia best practices. This system allows our customers to define their processes and to implement them quickly on top of a CRM platform.

Thanks to its modular tool-box, SalesDriver’s enables our customers to choose tools that fit their business requirements. When implemented across the organisation our customer’s get better support for sales and marketing and faster time to benefit. SalesDriver has proven to deliver measurable financial benefits.

SalesDriver is most suitable for companies that have multiple sales processes and account management models and in situations where one solution does not fit all businesses and all sales people.