Sales Force Optimization

Sales Management
Given the tough market conditions today, sales managers need to be increasingly nimble in focusing their teams on the right opportunities. Follow the money is an adage used by many successful sales teams. Sales organizations are becoming increasingly complex, responsible for multiple products, often across multiple business groups or regions. Revenue is lost or delayed because the sales force was not aware of a potential opportunity. Using our visual sales relationship maps, Catelas is helping sales leaders with a dashboard approach that optimizes resource allocation and is driving more predictable sales revenue. Key applications include:-

1. Strategic Account mapping – understanding who has strong relationships in key accounts, how active and real are those relationships and are those relationships with the key decision makers
2. Integration of sales teams – re-aligning sales teams by geography, product group or customer type and understanding where there are critical gaps or un-necessary overlaps
3. New account penetration – monitoring the progress of sales individuals in developing relationships into new accounts
4. Sales Forecasting – driving more predictable sales revenue forecasting by monitoring account activity with key decision makers. Early warning system for ‘deals going quiet’

Channel Management
Companies that sell products and services through channel or partners often find themselves increasingly distanced from their real customers. They lack a direct link or communications network with the end user. Driving sales through a channel organization is often about such connectedness. The ability to forecast channel sales with certainty or to drive increased sales (and productivity) through the channel are key parameters for success. Catelas is helping channel leaders with a dashboard approach that optimizes resource allocation and is driving more predictable sales revenue. Key applications include:-

1. Channel mapping / coverage – clearly identify and visualize by geography, market vertical or product group the effectiveness of your channel footprint. Establish how well your own company is supporting the channel and how they are supporting your end user customer base
2. Deal Registration – manage your end user customer acquisition process accurately and factually by assigning customers to partners based on their strength and breadth of relationships and by customer activity levels
3. Partner churn – using the same fact-based metrics (customer activity and relationships) identify top and bottom performers