Sales effectiveness: build a strategic sales organization
ELA helps sales organizations create and execute their growth plans. We
fine-tune the sales operating system by uniting sales leadership, sales
managers and salespeople. All three need to: share the same view of the
market; understand the
strategies and sales tactics needed to implement them; use the same
metrics; demonstrate accountability with one another; and work with
processes—like CRM and compensation—that make sense. We then help align
those strategies and processes with other departments and corporate
goals.
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Change management: align business processes with your operations, your customers and your suppliers
Most business organizations are not static, they are dynamic—growing
by creating new revenue sources, building through acquisitions, and
reorganizing during periods of economic change. An organization’s many
departments and teams don’t work in a vacuum. The sales organization
must successfully interact with all other departments and tap into
enterprise business systems in order to get their work done. The IT
organization must
create and maintain these systems to support the inner and outer
workings of the overall company. The finance organization must ensure
the fiscal health of the corporation while managing costs and
delivering new efficiencies. For the sales organization, linkage and
alignment within this environment is critical in order to create full
value for the organization, bring full value to customers, and realize
the full value of supplier relationships.
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Business process improvement and technology alignment
Whether you are realigning
your business for the market recovery, integrating operations from multiple
locations or integrating multiple businesses in a post-merger environment, it’s
especially important to understand how your business ought to function so that
it fulfills the business plan and serves its customers. Business transformation
occurs when you address the needs of your customers through the alignment of
your people, processes and technology.
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