WCS is a pragmatic, time-tested method to plan and execute the sales process. Working in opportunity teams, participants analyse their position in current deals and improve their strategy and action plan to win.

Customer Issues

• Deals are lost due to missing relationships with the real decision makers and a weak value proposition
• Poor qualification leads to resources being wasted on the wrong opportunities
• Sales process is not based on what customers think is important nor applied consistently across the team
• Mistakes are repeated because there is little learning from wins and losses

Solution Overview

• 1-day program for sales leaders to preview concepts, prepare to coach in the workshop and implement the method
• Customisation of tools and examples, such as ideal sales process, forecast and qualification criteria
• 2-day sales team workshop to analyse current sales opportunities and improve strategy and action plan
• Implementation support to ensure fast, sustained, measurable impact on business results

Benefits

• Winning more profitable deals by focusing on customer-specific value propositions
• Optimised resource utilisation by focusing on the deals you can win
• Customers experience your sales process as a competitive differentiator
• More accurate forecasts – through sales process transparency and active manager coaching

Strengths

• High and fast adoption through a pragmatic methodology, particularly relevant to salespeople
• Sustained impact by ensuring that leaders successfully integrate the concepts into daily business
• Out of the box thinking through industry-experienced facilitators able to challenge participants
• Sales automation tools that make the methodology easy-to-use in daily business