What is the sales office transformation?

To begin, we must be clear that the main objective of a sales office is to generate more revenue, and to achieve this, multiple strategies are tested through trial and error to see which ones work best for the sales team.

This is where a methodology created by Outliers Consulting emerges, focused primarily on increasing company profits.

This is the sales office transformation, a methodology for every business leader, which involves restructuring sales processes and customer touchpoints through the use of enterprise technological solutions.

Next, we will review the 3 main pillars to achieve commercial and digital transformation, increase productivity, and achieve your goals.

 Marketing Automation

Today, it’s no longer enough to create advertising on social networks to secure a sale; there must be lead tracking, nurturing, convincing with our competitive advantage, turning them into a customer, and furthermore, turning them into a repeat customer.

Imagine if we can automate this entire process? The marketing team would become an opportunity-generating machine for the entire sales team.

“Did you know you can achieve up to an 80% increase in lead generation when all your marketing processes are automated?”

To start, create omnichannel integration across all your communication channels: social media, website, email marketing, push notifications, ecommerce, even SMS.

Ideally, all channels should be interconnected so that, no matter where the lead comes from, your team has a clear view of who they are, how they arrived, and what their interests are.

Platforms like Zendesk or Emarsys focus on creating fully personalized user experiences to power modernized campaigns for boosting commercial results.

This platform allows real-time synchronization of customer data and, simultaneously, the creation of segments that optimize purchases. Additionally, it creates workflows that not only streamline and speed up the buyer’s journey but also enhance the brand-customer relationship to increase the number of repeat customers.

Some of its key features regarding customer interaction with Emarsys include:

• Integrated product and customer data
• Intelligent loyalty with AI
• Speed and agility in marketing campaign creation
• Execution across all communication channels
• Management of the entire sales cycle
• Intelligence and analysis for decision-making

Sales Performance Management

Sales Performance Management (SPM) is the next step in our commercial transformation. What does it involve?

This methodology specifically focuses on our personnel, our sales representatives, and how to motivate them to become high-performing business machines.

To achieve this, we’ll rely on a crucial aspect for companies, but one not everyone is putting into practice, which is creating a compensation plan.

Compensation plans are a proven tool with successful cases that motivate and make the sales force more efficient. We all like bonuses for our performance, don’t we? That’s clear.

But not everyone has transparent commissions, where the entire team knows how much and how they will earn, whether they will be paid what they deserve, or if there are agents earning more.

This is where Incentive Compensation Management (ICM) tools come in, specifically designed to take your compensation plan to the next level, allowing you to:

• Prevent contacts from wasting time doing their own accounting to verify their payments (shadow accounting)
• Have visibility of past and future payments
• Access performance graphs for your sales department
• Pre-configured reports for the executive area
• Among others.

Sales Ops Automation

We’ve automated lead generation, boosted our sales force. Now it’s time to automate operations.

To complete the sales office transformation, we need to focus on improving operations by delivering faster quotes, exploring territories that were previously unexplored to find growth opportunities, and thereby opening new sales channels for our commercial planning.

Today, we can use platforms like SAP CPQ to automate and provide error-free quotes that our customers need, in addition to reducing sales cycles and selling through any channel.

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