„From the vision to operational objectives. From the objectives to profitable numbers.“
"The SPS Sales Excellence Program© optimizes your sales in a five-step process from a critical analysis of the status quo, to the implementation of systemic elements in sales and a practice-oriented training on the job, all the way to the realignment of your customer segmentation. The training program starts at the roots and branches out to bring your company sustainable revenue increases – successfully and field-tested."
> Practice Transfer > Applications > Your Benefits > Tools
The Market in Transition: Clear focus instead of wasted time
Serious changes within the market and the competition pose new challenges for companies today. To cope with the fast pace, it requires both internal flexibility and an extremely stable foundation to withstand business turbulences. Selling is the most important pillar for sustaining long-term yields. The SPS Sales Excellence Program© incorporates an exterior view of the customer’s structures. A profitable customer sales support is mainly based on the critical assessment of the revenue potential. The ultimate success lies in the correct customer segmentation. In this way, empty kilometers are avoided and your sales force can focus on selling. Be it a growth customer, loyalty customer, priority customer, ... Karin Walcher supports you with a critical, external perspective in the assessment of your client organizations.
Training the Sales Organization: Fit for the future
Anyone selling just using price and product properties ultimately loses! Intrinsic knowledge of the customer organization - its objectives, internal structures and processes - creates an understanding for the customer’s needs and greatly expands the room for maneuvering during the selling process. The SPS Sales Excellence Program© enhances the capabilities of the team in the acquisition and contacting of customers. Understanding the roles within the buying center organizations in the B2B sector can be specifically utilized for its sales potential and leads to proven increases in productivity.
The Starting Point: Objective evaluation of the status quo
The SPS Sales Excellence Program© was developed in 2000 by the SPS Institute. Successful companies have used it internationally for many years and confirm their positive experiences with this program. An objective evaluation of the status quo forms the foundation for the identification of deficits within the sales structure. Objective analysis of the causes rather than merely fighting symptoms in the short term and the sustainable transfer of practice are the key success factors according to Karin Walcher. Which is why she relies on this training program for sales optimization.
Practice Transfer > top
- Training on the job
- Train the Trainer
- Feeback and monitoring
- Reflection
- Support during practice transfer
Applications > top
Your Benefits > top
- New, performance-based acquisition processes for account management
- Understanding of strategic decision-making processes within client organizations
- Recognition of roles and decision phases within the Buying Center
- No more "product" selling
- More room for maneuvering in the sales presentation
- Differentiation to the competition
- Increased quality of customer contacts
- Transparency of objectives and controlling
- Shorter transaction times and reduction of transaction costs
- Revenue and budget plan security
Tools > top
• SPS Sales Excellence Program©
• SPS Business Map© - Strategic Sales
• DISC Personality Profile©
Effiziente Verkaufsprozesse bei
Buying Center Organisationen:
Im Medizinproduktehandel
