Here’s what CFOs say to us:
- “The revenue line is thereabouts but our Cost of Sale is too high.”
- “I can’t understand why we need to discount so heavily to win business. We have quality products and a recognised brand that should demand a premium.”
- “We need to take some cost out of sales but we need to be careful how we go about it.”
- “ We have spent big dollars on sales training and right now I can’t see what we’ve got for our money.”
- “There seems to be too many big deals that drag on and end up in no decision after substantial sales resources have been invested.”
The discussions we are most often having with Financial Controllers and CFOs like yourself right now are all around achieving the same or more – for less. The pressure is on to maintain and grow the revenue line in a difficult economic environment but with a much heightened focus on the cost of sale.
- Can you do the same or more with less?
- How is the territory most efficiently and effectively covered?
- How are your typically expensive sales resources best deployed?
- Are you selling first and negotiating later (and then only when you have to), or are you making price concessions right throughout the sales cycle?
These are all questions that Level Five can help you quickly answer with some simple initial observation and discovery effort.
Let us help your sales organisation shift from a product and price to a solution and value focus that delivers the margin outcomes you need; and if your sales pipeline is just not delivering consistently, we can introduce the best practice process and the supporting skills that will provide the foundation for forecasting free of constant inconvenient surprises.
Contact us for a highly confidential initial discussion on these or any other sales related challenges or opportunities today.
