Development project
Sales assessment
Where should you focus to improve sales effectively?
PreTeSo examines the sales organisation, processes, performance indicators and market position. We combine available data with the experience of your team to establish reasoned priorities.
The starting point
Enquiries, quotations and customer contacts exist, but it is unclear where opportunities are lost or which actions deserve priority. Individual metrics rarely explain the whole picture.
Your deliverable
Assessment report with management summary, action plan and priorities.
The outline below makes the deliverable concrete. The coverage and depth are agreed for your project.
- Starting point
- Overview of the products, customers, processes and data examined.
- Findings and interpretation
- Strengths, bottlenecks and development opportunities, with evidence, assumptions and open questions.
- Prioritised actions
- Recommendations with a reasoned sequence and next decisions.
How we work
Define the assessment
Agree the question, areas covered and information sources.
Examine sales activities
Review records and metrics and walk through selected processes with your team.
Validate findings
Discuss observations and possible causes together.
Prioritise actions
Consolidate the findings and agree the next steps.
Tools for the task
We select methods to fit the question and available information.
Sales check-up and process mapping
Review outreach, qualification, quotations and follow-up for gaps and unclear interfaces.
Metrics and pipeline analysis
Examine progress and transitions in the sales process using available data.
SWOT, life-cycle and market analysis
Relate internal strengths and weaknesses to product development, market opportunities and risks.
What we need from you
- Sales processes, roles and existing reports
- Quotation and opportunity data for the agreed period
- Product portfolio, target customers and market experience
- Contacts in sales and related functions
Scope and boundaries
The areas, data period and depth of assessment are agreed. Data gaps and limits to comparability remain visible in the report. Implementation of recommendations can be commissioned as a subsequent sales optimisation project.
Responsibilities, format and schedule
PreTeSo carries out the agreed analysis and development work. Your team provides information, reviews the technical findings and makes internal decisions. Contacts, approvals, delivery formats, review steps and timing are defined at the start.
Make room for your next development step.
Discuss the project ↗