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