Go-to-market strategies are fundamental for companies that aim to consolidate their global market position and increase sales in a competitive and rapidly evolving environment.
Sales Acceleration is our approach to improving go-to-market strategies and sales performance. It is a structured framework for optimizing the areas that impact sales acceleration:
MARKETING MANAGEMENT: defining competitive pricing and effectively promoting the product to current and potential customers
The role of marketing is crucial. Strategic management of this function allows you to set competitive prices and effectively promote products, reaching buyer personas through targeted campaigns. The use of advanced tools, such as Business Intelligence systems, allows you to analyze the impact of marketing initiatives in real time to maximize results.
SALES FORCE MANAGEMENT: optimize target market coverage, incentivize sales and monitor performance.
Developing a winning Go-to-Market strategy means optimizing coverage of the Italian and international markets and ensuring that the sales force is well incentivized and supported. Motivation plays a central role here: assigning clear and achievable objectives, supported by a performance-related reward system, can make all the difference in sustaining the Sales Team’s commitment and promoting a results-oriented corporate culture.
SALES PROCESS MANAGEMENT: improving service to the market and control of the sales process.
Finally, the sales process must be rigorously designed and managed. Divided into iterative phases and based on well-defined rules and organizational mechanisms, the commercial process becomes the beating heart of the Sales Acceleration strategy. Careful planning of objectives, fluid management of opportunities and constant monitoring of results are the key components for maintaining high productivity and consistency with the company’s strategic objectives. Digital tools and AI become important allies.
CHANNEL MANAGEMENT: managing the effectiveness and profitability of channels, but also optimizing coverage of the Italian and international markets. Thanks to careful strategic planning with clear and achievable objectives, supported by a performance-related reward system. Training and collaboration with the production, logistics and marketing areas of the company can make a further difference.
AFTER SALES MANAGEMENT: designing the service model, the support network and the after-sales operating model.
After Sales management plays a key role in improving the Customer Experience and therefore Customer loyalty. In this area too, the technological aspect is important for introducing after-sales management software (CRM, ticketing, web platforms for access to services) and specific tools to optimize performance.
Our Sales Acceleration Operational Strategy is based on the analysis and optimization of all factors that influence sales performance in order to identify areas for improvement, develop effective strategies and implement solutions that generate tangible results.
Analysis of the current organizational model of the sales and marketing areas to align strategies with company objectives through:
• Mapping of processes
• Analysis of individual activities
• Performance evaluation
Launch of operational implementation plans on the accelerators of change:
Internal and external organization
The internal organization must be designed to respond to the needs of a constantly evolving market. Reviewing the organization chart, redefining roles and responsibilities and establishing clear operating rules are fundamental steps to creating a flexible and efficient structure.
People
Investing in continuous training for sales staff not only improves technical skills, but also encourages the development of soft skills that are fundamental for managing increasingly complex customer relations. Incentive systems, based on measurable objectives and shared rewards, help to strengthen individual motivation and create a sense of belonging that stimulates collaboration and collective growth.
Information tools and new technologies
The adoption of digital technologies, such as CRM systems and monitoring dashboards, provides a clear and real-time view of sales performance, allowing for timely and targeted interventions.
Processes
Optimizing processes with a Lean approach allows you to eliminate non-value-added activities, reducing waste and increasing the overall quality of the result and the reactivity of the system. The Lean approach removes constraints and obstacles and leads to simplified processes, with a reduction in lead times and an improvement in the quality of the result and the level of customer service.
Increased reactivity and speed of response through redesign of the operating model
Increased productivity and efficiency through improvement of internal and external processes, also thanks to the support of AI solutions
Support for competitiveness through improvement of Sales Efficiency
The Sales Acceleration implementation process is divided into three main phases: Assessment, Design and Transformation. Each phase is designed to ensure a structured and gradual approach to change, maximizing results and minimizing internal resistance.
Assessment
During the assessment phase, the focus is on mapping the current state of sales processes and identifying the main critical issues. Through interviews with stakeholders and data analysis, areas for improvement and opportunities to be seized are highlighted, creating a solid basis for designing solutions.
In this phase, the performance metrics are defined: the performance indicators and measurement systems to be activated to support the control activity.
Design
In the design phase, the requirements of the future operating model are defined. This includes the creation of standardized workflows, the definition of organizational roles and the selection of appropriate technological systems. Building a solid business case ensures that interventions are sustainable and aligned with the company’s strategic objectives.
Transformation
Finally, the transformation phase focuses on the implementation of the designed solutions. Reviewing processes, activating new methodologies and adopting advanced tools are the fundamental steps to translate strategies into concrete results. Continuous monitoring and any necessary corrective actions ensure that the path of change remains consistent and oriented towards success.
The Go-to Market strategy can also include strengthening the company’s presence abroad in target markets to consolidate activities and create profitability through internationalization. Objective: to seize new business opportunities globally, beyond one’s own borders and markets.
