Delivering capability and tools to ensure effective customer engagement and account growth.
Sales leaders and account managers are re-thinking how they fuel the next cycle of revenue and growth. What sales investment is required when it's seems adding more sales resource or increasing sales capacity doesn't offer any more incremental return.
As new and increasing customer demands heap even more pressure on already stretched sales resource sales leaders are challenged to find ways in which sales and account managers can re-focus on what they do well, sell. A first step in releasing sales capacity and capability lies in understanding and optimising the disciplines of Enablement.
Optimising enablement disciplines
Reducing the time sales and account managers spend on administration and operations, releasing capacity and capability to concentrate on sales and nurturing key accounts and fulfilling promises to customers is all part of optimising enablement disciplines.
Companies that have well developed enablement disciplines and clearly aligned operating models have significant differential advantage over competitors. They are able to drive significantly more sales and account management productivity at less cost and investment than competitors, contributing to revenue and cash flow. More importantly sales quality of is amplified by virtue of sales and account managers focusing on their customers.
Investment in optimising eneblement, account management and fulfilment disciplines has significant returns. These investments release sales and account management capacity, increase deal flow, sales velocity and improve win-loss ratios. Part of this investment creates new opportunity for cross-functional teams to develop better sales management account development plans, to drive more insight a d differentiation into proposals and position sales and account management for success.
The final arbiter of value is the customer, we all know this, this means that the 'quality of revenue and sales' is far more important than, just a sale. It means time spent with customers to ensure value can and is delivered, that promised can and are fulfilled is crucial. Apatomy's enablement disciplines ensure this cycle is rigorously enforced to drive near term revenue and longer tern capital value.
Learn more about our tools, approaches and how we work with you.
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New approaches and packages to avoid the pitfalls of orthodox transformation
Discover how we are helping clients embrace change through modular packaged programmes delivered at a cadence that ensures teams can adapt to, and 'own' transformation.
How we work with you, our operating principles and leadership
Discover how we operate, why we think evidence and systematic approaches are important and how these approaches need to reflect the human aspects of change and transformation.