P&D Consulting

Sales Excellence

Sales process for Professional Services organizations is often complex and time consuming and requires tremendous effort. Also it is often that the deals values are high and winning the order is very critical.

While the sales teams go through the complex sales process, they are also expected perform and deliver the results by winning orders, quarter on quarter. Sales team are also expected to build a healthy prospect pipeline to make the business sustainable.

Our Sales excellence program guides the organization and the sales team to excel in achieving the sales figures year-on-year. The program includes series of workshops with the sales teams as well as the top management. Our endeavor through our program is to graduate an average sales rep to migrate to a top sales performer. 

We help the SME Professional Services organization to excel in their approach towards the following areas

  • Go to Market Strategy (solutions portfolio management, market positioning, market communication)
  • Sales team structure (Direct sales, account management, partner sales, inside sales)
  • Sales Support (sales plays and collateral and pre-sales)
  • Sales Training (product/services portfolio training, strategic selling)
  • Sales Effectiveness (cadence and review)
  • Sales Motivation 

Our methodology has successfully delivered results for our customers to stay relevant and competitive in this fast-paced and competitive world. 

Operational Excellence

SME and startup organizations often face the dilemma to decide on whether to prioritize on the business acquisition or building the organization. Whether to build organization based on the order value in hand or to build a bench strength to be ready for a possible expected project, is a million dollar question faced by many. The decision can impact the profitability of the projects as well as the business unit, which is closely monitored by existing or prospective investors.

Integration of Operations with Sales is critical to achieve excellence. Effective conversion of order value to revenue, planning and deployment of resources onto projects, ensuring quality delivery, timely invoicing the customer on successful milestones, ensuring top-line and bottom-line target achievement are critical for success of an organization. 

Moreover Operations and Sales have to work in tandem with the Finance to achieve Organizational excellence. 

Through our program we conduct workshops and guide teams in the area of 

  • Resource planning
  • Resources deployment & projects staffing
  • Partnership management
  • Projects governance
  • Quality assurance
  • Revenue forecast and assurance

Please write to us for more details and we shall be happy to revert back to you with more information on the programs and how we could help to achieve your organizational goals.