Sales Transformation

How to boost Sales?

Sales Transformation supports you in coming up with the best approach to conquer your market, to organize your sales team, your customer data and to build sales targets and plans.

The Lookingglass helps High Tech companies to get more visible results in sales.

Our proposition

How do we do it?

Based on more than 25 years experience in Sales environments in the High Tech industry, we support our clients implementing efficient and effective sales processes.

We also bring expertise around implementation of Customer Relationship Management (CRM) tools, customer journeys and how to work together fruitfully with Marketing.

What do you get?

Every situation is different. Based on a high-level assessment, we show and elaborate on the various improvement opportunities that exist.

This should result into an agreed action plan where we support you in the execution to reach the planned goals.

Showcase

The following topics are all showcases on how Sales Transformation services help our clients.

The Lookingglass helps High Tech companies to get more visible results in sales.

Process Analysis

Based on a generic Process Model we investigate opportunities for improvement. This follows a regular assessment approach where we make observations with supporting proof points and recommend improvement strategies and actions
Pipeline Management

Pipeline Management is the process in which the Sales department will push opportunities through the sales funnel. Typically supported with a CRM-tool, it defines which pipeline stages exist and which actions are needed when. Pipeline management is concerned with conversion rates and how to qualify opportunities in an efficient and effective way to make sure that Sales is working on the right opportunities. Any healthy company should have a Pipeline Management challenge. Either there are not enough opportunities in the pipeline (Marketing and Sales should step up their game) or there are too many and selecting and prioritising becomes a critical factor for success.
CRM

The Lookingglass has ample experience in implementing CRM tools. Our basic vision is that the primary focus of a CRM tool is to support the sales person in his/her daily activities. Interfaces should be intuitive and working with a tool should not be considered a hassle, but it should be a natural activity because it is regarded as useful.

We have experience with multiple packages, e.g. Salesforce.com, Hubspot and Pipedrive. Please note that The Lookingglass is an affiliate partner in the Pipedrive partner program.
Sales Governance

Sales governance and Pipeline Management are often confused with each other. Where Pipeline Management is concerned with pushing opportunities from stage to stage through the pipeline, Sales Governance is concerned with building in the right checks and balances to make sure that the company is not committing itself to something unrealistic. In a mature Sales Governance process, stage transitions in the pipeline are dependent on complying to specific conditions. This can be around discounts, contract sizes, leadtime commitments, etc. Any healthy organisation should have a need for Sales Governance. If there seems to be no issue, it could indicate that sales people are too cautious and that they may miss out on serious opportunities.
Lead Generation

A healthy pipeline requires an effective lead generation process. Dependent on the size and complexity of the organization, this is typically the role of the Marketing department. Based on specific campaigns, ultimately Marketing delivers Marketing Qualified Leads to Sales. This is often also where the company website comes in and where visitor tracking may become important. The Lookingglass is an official partner for Leadinfo, a visitor tracking tool that helps you in identifying who came to your website, and what they were looking for.
Sales Management

The Lookingglass supports Sales Managers to become more successful. Based on overall assessments, we jointly select areas to improve. If applicable we can even perform Interim work for our clients, where we combine the operational activities with gradual and controlled process improvement activities. This provides a controlled path to an improved sales process. Our motto here is ‘Slowly but surely’.

Would you like to know more?

Design that works

For more information, contact us.

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