Commercial Strategy

From Strategy to Action

The commercial strategy sets the direction for what we want to achieve and how we will reach our goals. It creates a clear path for growth and guides us in making the right decisions to achieve success.

The right sales strategy also ensures that resources are used more wisely and creates even greater value for both the company and its customers. The result? Increased sales, more loyal customers, and a significantly stronger position in the market.

Thus, many organizations can achieve better sales results by adjusting their commercial strategy rather than simply pressing the accelerator harder or adding a few percentage points to the numbers.

We can help you with:

Analysis and Insights:
We help you gain new insights into your market, customers, and internal processes, so you have the best prerequisites for making the right strategic decisions.

Strategy Development and Commercial Setup:
Based on your opportunities and challenges, we help you develop a commercial strategy and design a commercial setup that enables you to translate the strategy into concrete actions.

Implementation and Transformation:
A good commercial strategy and plan are worthless without behavior that supports them. We assist you in every part of your implementation process – whether it’s acting as your strategic sparring partner or facilitating workshops and training at all levels of your organization.

Together, we will identify:

Where future growth will come from and what goals should be set.
What should we sell, and to whom?
What value propositions should we communicate to selected customers/segments?
How do we meet customers at the right place and time in their buying journey?
Sales channels and sales approach: How do we ensure that we sell as effectively as possible?
Which activities should we specifically start or stop to increase our chances of succeeding with our priorities?
What should we look for to confirm that we are doing the right things the right way?
How do we build a scalable commercial organization?
What resources and competencies are needed to succeed?

A process typically includes:

01 Analysis

Collecting and analyzing the current sales strategy, sales process, and sales data. Additionally, we often conduct internal interviews within the sales organization or with your customers.

02 Strategic Goals and Activities

Reporting, dialogue, and workshops where we jointly prioritize and agree on strategic goals, as well as mapping out the specific activities we should start or stop.

03 Advice on the Commercial Setup

Together, we determine how the future commercial setup should differ – this might involve designing a Sales Operating Model or initiating Sales Enablement activities

04 Training and Transformation

Based on your commercial strategy, we train the sales force and develop the tools that enable you to maximize the return on your sales efforts.