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Commercial Operating Model

Many sales organizations aren’t prepared to compete in today’s radically altered business environment. Commercial Operating Model ensures that you effectively manage and deploy all your selling resources to deliver a winning customer experience.

Commercial Operating Model

We’ve helped more than 2,500 companies around the world get the most from their sales operations. We focus on understanding the customer and aligning your commercial model with your business strategy. And we bring a wide range of complementary skills and expertise to support every facet of commercial operating model enhancement and transformation. We make sure your commercial organization is optimally structured, with the right people in the right roles, decision rights clearly defined, and key handoffs identified to ensure tight coordination.

We help you:

  • Stay on target Develop a sales system that not only brings the right offer at the right time but also delivers unexpected delight based on a deep understanding of each customer’s value.
  • Reimagine the channel mix Invest in a mix of low- and high-touch channels to match sales capacity with market opportunity and customer preference.
  • Raise the bar on talent Recruit, train and reward your people more effectively than ever.
  • Get the wiring right  Unlock sales capacity by investing in data and analytics to improve performance, tools to reinforce the right behaviors, and dashboards to track effectiveness.

 

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What to Expect

What to Expect

Boost performance

Generate significant EBITDA growth by upgrading your sales capability on multiple fronts

Improve alignment

Sync your sales operations with your customers’ buying behaviors and strategic needs

Increase efficiency

Streamline your sales operation and turn it into a well-oiled machine

Invest for success

Hire the next generation of talent and deploy the new technologies that can help them thrive

Client Results

Client Results

10%–20%

Topline growth

10–15%

EBITDA growth driven by Salesforce Effectiveness

Case study

Designing a new digital sales strategy for a national broadcaster
Supported by our digital expertise and analysis, a major national media company rolled out a revamped digital strategy; it is now poised to capitalize on today's technology and consumer preferences.

Case study

Increased sales productivity frees selling time and saves millions
We helped a multibillion dollar global technology giant simplify organizational structures, save millions in costs, and create better-prepared sellers with more time for customers.

Insights
Commercial Operating Model
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Businesses that ignore the environmental concerns of their investors and consumers will get left behind.
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Sustainability Is the Next Digital
In the sustainability revolution, no company will be left unchanged, and those that act quickest will be those that end up leading.
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Channel Optimization
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Customer acquisition models automatically identify the best potential leads and set up strategies to convert them into active customers.
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Commercial Operating Model
Propensity Model
Calculating the likelihood of a prospective or current customer’s next steps helps companies deliver better experiences, reduce churn and build value.
Customer Experience Tools
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Featured Team Members

Dianne Ledingham Partner Boston

Joost Vasters Expert Associate Partner Amsterdam

Chris Dent Expert Partner Chicago

Jamie Cleghorn Partner Chicago

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