ViewPoint Insights

 

ViewPoint Insights

Consulting for growth ...

ViewPoint Insights

Providing assurance ...

Growth Consulting

How well is your sales organisation really performing? What is going on in your sales organisation that is hidden from view or not visible in your MI report? Do you really know what your sales people or clients are thinking? Is your organisation's growth inhibited and are you really maximising the value of your opportunities?

ViewPoint Insights has a range of services in the area of growth consulting to address these and other issues to give an in-depth perspective and to provide you with insights on what is really going on and what steps need to be taken to effect change. Our services can be tailored to your needs and the specific intervention will depend on the nature of your requirement and the outputs you expect.

We can provide you with expertise and assistance in the following areas. Should any of these areas be of interest to you we will be more than happy to consult with you on how best we can tailor an approach to fit with your specific needs.

Business
Review

Whether you are excited or concerned about the future prospects of your business by far the best starting point is for ViewPoint Insights to conduct an in-depth business review of your current sales organisation. This will involve meetings, interviews and workshops with: the management team; key stakeholders; budget or P&L holders; sales and marketing team members; where appropriate, key clients for an external perspective. Where appropriate this may also be extended to external business partners with whom your organisation team sells.

The business review will also examine your organisation's sales management information including both current and historical performance data. From an in-depth business review you can expect to have identified a number of key improvement opportunities and a "way forward" programme of work together with an assessment of the key barriers to success and change, and how you may overcome these hurdles.

Growth
Plan

Building on a business review, or as a standalone exercise, we can provide you with a detailed three to five year growth plan for your business across a series of accounts and target accounts together with an assessment of your current pipeline and future opportunities and areas of focus. The growth plan will also focus on team organisation and accountability and will, where appropriate, introduce new governance arrangements to encourage and monitor the performance of the sales organisation.

As part of this process, and with your team, we will assess your management information both to make a current state assessment and also to see if improvement opportunities exist to drive out insights on patterns and ratios. A growth plan will also examine market need and cross reference to your propositions in order to determine if they are properly balanced to that need or to identify any significant gaps or duplication in your service offerings. We can help build and implement a viable sector orientated, accounts focussed, growth plan within one quarter of your business cycle, from which tangible benefits can be delivered relatively quickly.

Business
Development

ViewPoint Insights has a wealth of experience in supporting and winning strategically important bids and acquiring priority accounts. Your organisation can benefit from our extensive experience. We can also support your key business development activities such as campaigning and coaching sales professionals in specific areas for example such as developing relationships, managing an account, developing an account or sector growth plan and strategy. We can spend quality time with your sales team in these specific areas and others such as assessing your key value propositions or assessing and standardising your approach to bidding and how you set about targeting a new account.

To help you achieve your goals we will use a strong consultative process with your sales team as a whole but we will also want to spend quality time at the individual level so that your organisation can get best value from us and your market facing team can gain greater focus and confidence.

Lessons
Learned

In a competitive market place, winning and defeat go hand in hand. However, some defeats are more painful than others. Often very valuable lessons can be learned, and change embedded, from a detailed review of a lost campaign in order to minimise the risk of common or unknown mistakes repeating themselves.

Conducting a lessons learned review can provide you and your organisation with extremely valuable insight for a campaign team going forward. This extends to obtaining objective and detailed feedback from the prospective client as to their perspective on why you were not successful. An exercise such as this demonstrates to your sales organisation and importantly to the client that the matter is taken seriously and keeps the door of dialogue open, which has obvious benefit and can position you for future opportunities. Far too many organisations walk away from lost opportunities without really thinking things through.