Every business and industry has its own style of selling that defines its “sales” culture. There are many ways to sell effectively. In an attempt to balance limited resources, many companies struggle with deploying the most effective sales model.

There are many “go-to-market” strategies that use outside, inside or hybrid structures. These choices are further compounded by options such as reorganizing into a centralized, decentralized or outsourcing model. VwinN assists in developing the most cost effective sales strategy by using the knowledge gained from best practices benchmarking and the gaps & synergies identified by VwinN during the analysis phase. Combined with Sales & Marketing Business Intelligence, we create a balanced approach designed to ensure the better chance of success.

VwinN first analyzes and documents how the clients current sales organization “go-to-their-market.” With this, a comparison is made between the existing model and external best practices within similar industries. The result is a clear understanding of the strengths and weaknesses that exist within the sales organization. VwinN then fills the gaps with appropriate best practices. The next step is to develop a logical sales cycle that is aligned with the defined sales model. Once the sales cycle is developed then the supporting processes, policies and procedures can be developed with confidence.

What will organizations benefit from VwinN?

1. Identification of strengths that need to be supported and weaknesses to be removed
2. Sales force alignment with your target markets, prospects and customers
3. Competitive differentiation and higher returns with optimal utilizations of sales force

The migration from product-based selling to value-based relationship sales has many companies struggling to redefine their sales culture. Value-based selling in today’s complex selling environments and huge customer expectations requires sales organizations to foster much deeper customer understanding. The challenge is to construct a value based selling methodology that is based on solving high-level customer problems, rather than simply building account models that respond to near-term price pressures or are only transaction based.

VwinN Value Analysis and Modeling is designed to provide a strategic road map for strengthening the customer relationship while elevating trust through an exchange of information, thus creating business partners relationship.VwinN looks beyond product lines and service offerings to uncover new ways in which our clients can move from the status of “supplier” to “trusted consultant and often times a partner with lesser price sensitivity.” Understanding the customer’s business and how their product or service generates revenue or reduces expenses is the first step in creating a value based sales methodology.

What will organizations benefit from VwinN?

1. Deeper customer understanding & intimacy
2. Value based pricing as opposed to cost based pricing leading to better profitability
3. Improved margins and revenues
4. Customer loyalty and repeat business
5. Higher customer advocacy leading to potential new business

With the tremendous market potential, growth in recent years and economic liberalization, the pace of change has been intense. As a best-practice, process development and continuous improvement allows a sales system and its resources to be scaleable, highly adaptable and operationally ready to succeed in good or bad, seasonal or competitive market conditions.

The process is the foundation of every effective business system. Developing, implementing and being accountable to operational processes helps businesses create repeatable actions that are designed to effectively generate revenue and / or reduce expenses. Many organizations believe that they have processes in place, when in fact most companies have broad outline of tasks which are not updated with the market conditions. Often, processes are not thoroughly documented, which makes training new employees and maintaining consistency a challenge. If your sales personnel can’t translate or use the sales system in their daily routines, then the system is bound to fail. Documenting processes is the first clear step in creating a sales system that every employee will be able to use on a daily basis.

VwinN strives to develop solutions that are creative and fundamentally sound.VwinN helps organizations in review of current sales process, recommendations and documentation of the processes which helps in achieving the desired results as per the sales strategy of your organization.

What will organizations benefit from VwinN?

1. Standardized & efficient sales processes which are repeatable, scaleable and adaptable to ensure consistency of results
2. Reduce unnecessary sales overhead
3. Easy and cost effective adoption by new sales recruits

Most of the sales organizations run their sales through their channel partners who hire outsourced manpower. And many of them expect instant sales from the new recruits from the first month without focused training and competency assessment. Some of them fair well while some fail miserably and hence forced to quit. Lower sales due to lack of trained sales force and higher attrition put pressure on the organizations which are difficult to surmount.

Some of the young leaders who are inducted into managing the channel often expect high results without analyzing the competency of the sales team or the internal processes. They often jump to conclusions without leveraging the strengths of the channel partner.

VwinN helps in identifying the objectives of the organization and ensure the same with well defined goals are percolated down to the field force. We help in target setting, competency assessment of individual sales persons and identify which sales person suits for which segment or territory sales. We help in developing low cost reward and recognition systems and automated lead management system at channel partner level. We also help in standardizing the processes at the channel level so that even with new young supervisors, the desired results are achieved.

What will organizations benefit from VwinN?

1. Develop a sustainable and robust channel model
2. Highly charged & motivated sales team with focus on segment selling
3. Lower attrition and skilled manpower

Being able to measure and track the efforts of sales force is a fundamental sales practice. Forecasting and budget projections are an important part of every successful sales system. Sales metrics not only measure performance, but also create incentives and goals to be achieved. Setting sales activity goals that are logically and realistically aligned with the sales system ensures that appropriate expectations are being set with the sales force and system based on meritocracy is propagated in your organization.

VwinN helps develop performance metrics and goals that are aligned with the sales model, and the cycle and supporting processes. Performance metrics help individual sales personnel and management create ‘stretched’ targets in line with high performance work ethics culture. If these metrics are not aligned to the sales system as a whole, then management expectations may be unattainable or even worse they may be set too low.

What will organizations benefit from VwinN?

1. Unified and charged sales force to achieve the ‘stretched’ targets
2. Optimal performance measurement metrics for improving overall quality of sales force
3. Weed out inefficiencies through risk & reward mechanisms
4. Higher revenue commitments and revenue visibility
5. Better control on sales cost and overheads

Pre-empting competition move is one of the key roles of sales managers and ensue that the first mover advantage is gained by your organization.

A sale lost a day is a gain for competition in many industries. Therefore keeping a tab on what the competition is doing, their pricing strategies, new product launch and then compare which product eats into one own product is critical.

VwinN helps sales team in collecting data on the prevalence of key sales practices of competition and perceived effectiveness. We ensure that this information from key executives, sales managers and high performers through one on one interviews and focus group surveys help in bringing valuable data to analyze.

VwinN focus on value and solution selling. Individuals do not buy the services or products but they buy solutions to their problems to achieve their desired business gains or personal satisfaction.

What will organizations benefit from VwinN?

1. Better equipped sales team in pre-empting competition moves
2. Gather relevant data of competition which help in building your competition strategy
3. Have a team which sells value and solutions rather than just products

A sales force’s ability to “efficiently” find and move qualified buyers through the sales cycle is more important in today’s market then ever before. With budgets under severe pressure; sales teams are striving to concentrate their sales resources’ time in pursuit of the highest probability and most profitable customers.

VwinN will evaluate each line of business in context to horizontal and vertical market spaces. A detailed customer profile is created to help shape a customer segmentation model. With this model, VwinN is able to identify high probability customer buying criteria, which will then be used to search lead generation databases. The result is then target lead pool of high probability accounts ranked by profit potential and usage. This data is then segmented area wise, territory wise and identify the right profile of sales person to sell. Once the territory strategy is optimized, VwinN develops “sales conversion formulas” designed to identify “realistic” sales projects.

What will organizations benefit from VwinN?

1. Identification of high probability prospects for instant results
2. Alignment of territory coverage strategy & segment wise selling to yield better results
3. Assessment of sales activities and goal expectations with proper revenue forecasting

VwinN's benchmarks and gap analysis is the process to uncover the current state and analyze the strengths and weaknesses. Analysis starts by identifying organization’s unique selling proposition, selling model / approach, terms & definitions, current operational processes, sale organization structure, compensation & rewards systems and the technologies used to support their sales system. The result is a clear picture of the current selling practice.

From this strategic point, VwinN will identify “internal” best practices as a foundation to expand on solid existing business practices already in place. This snapshot is then compared to “external” industry best practices. Opportunities for optimization and improvement will surface by layering both the internal and external comparisons over the “current state” of the analysis stage through VwinN Sales Consulting Process.

What will organizations benefit from VwinN?

1. Identify organization’s sales process strengths and weaknesses
2. Identification of internal and external best practices
3. Prioritized list of areas requiring sales consulting and fine tune existing systems

A key function to manage any business is optimal resource allocation. There is always a limited supply of ‘right’ resources and generally unlimited ways in which to focus them in any given situation. Organizational structures should be developed in alignment with the sales model, with processes in place, available sales support resources and identified potential prospect base. The key deliverable would be to service the prospects and also the existing customers for repeat or additional sales.

VwinN will compare the existing sales organization structure against Sales & Marketing Business Intelligence data to identify optimal organizational structures and territory coverage. The new structures and coverage are then mapped to the sale model, cycle and processes. VwinN will also look into the skills required in selling into some of the high yielding segments. And finally arrive at a process centric, result oriented sales force optimally organized to sell into territories rich with qualified leads, prospects, and new customers.

What will organizations benefit from VwinN?

1. Clear road map in covering all the segments and territories
2. Optimal utilization of resources and time
3. Win business from competition

Technology plays a key role in all effective sales systems. Sales Force Automation has become a standard platform for sales organizations to use as a means of increasing sales performance and efficiency. However, when sales technologies become a business driver instead of a supporting tool, most sales organizations suffer from the conflict between the two. Technology should be analyzed once the “concept” of the sales system has been defined. This allows management to develop a sales system that operates the way in which our clients business can be most effective. By introducing new or allowing existing technologies to drive sales system development management is generally confined to the limitations and capabilities of that tool set. Technology should be a means to support and extend the vision of the sales system down to the every day routine of our client’s sales force.

VwinN helps develop a clear and concise sales model strategy, supporting processes and appropriate resource allocation. The next step is to identify technology that is capable of supporting all of the expectations and demands of the newly designed sales system. Too often companies will purchase a new tool in hopes that it will solve their problems or make life easier. In many cases, management doesn’t take the time to document “how” the business should operate and therefore buy a tool that forces them to change their business processes. With VwinN's approach once the sales system has been developed and documented, tool selection or customization is a much simpler and a straightforward process.

What will organizations benefit from VwinN?

1. Sales force automation technology selection and improved adoption by the sales force
2. Ensure technology / tool selection is driven by business needs and requirements, not technology’s unique features
3. Streamline sales operational processes, eliminate re-work & sales “time robbers”

Most sales representatives are generally driven by rewards and recognition. Developing a sales system with attention to all the right details will not be effective if the compensation and rewards structure is perceived by them to be low in comparison to industry or unfair.

VwinN’s Performance Sales Methodology aligns compensation and rewards to the sales model, processes, organizational structure and very importantly performance metrics & goals. This helps to develop appropriate compensation levels and reward programs for the organization. One of the first major steps is to review our client’s existing compensation and reward structures as well as relative metrics and goal programs. Next is a review of the “accountability culture” and reporting processes and the tools currently in place. Using the new sales system, research is conducted to identify industry pay averages that are similar in industry and our client’s sales system strategy. At this point the existing compensation and reward systems are compared and refined to create an incentive alignment package that is designed to drive revenue while appropriately compensating the sale force. A reward program is then developed or modified to provide recognition for goal achievement aligned to individuals, teams and divisions.

What will organizations benefit from VwinN?

1. Reinforcement of the desired performance and activities of your sales organization
2. Market-based and employee friendly compensation plan
3. Compensation & Rewards structure that motivates your sales team and is within the budgets of your organization

Developing the best possible sales system is a key investment for most companies. Many organizations fail to develop their sales systems to their fullest potential because it lacked proper internal or external support. The result is that sales personnel are unable to implement the new tools and processes into their daily routines. Execution is where “the rubber meets the road”. If your sales personnel are unable to succeed on a daily basis within the new system, then your ROI may be sub optimal.

VwinN ensures companies achieve their desired ROI by providing ongoing training and rollout support. Once the sales system is fully developed and a SOP (standard operating procedures) manual is created, all of the project documentation is translated into modular training material. This operational training is blended between processes, policies and procedures and soft skills training. In other words, principal based sales training supports the operational vision of executive management and your strategic plan. The result is a fine tuned & highly charged sales force that understands how to apply the new sales system, to effectively identify & close more opportunities and continuously bring more value to your customers.

What will organizations benefit from VwinN?

1. Ensure total engagement of sales personnel in the right job
2. Reduce attrition as the sales person knows what is expected out of him/her
3. Increase in profitability of the organization with improvement in employee productivity