Organization Design for Growth
In world-class companies, responsibility for growth cuts across the organization; everyone one who touches the customer plays an active role in expanding the business. KCG consultants can work with you to restructure your business to support growth. For example, we can work with you to create “industry teams” or “client account teams” that help your people focus externally and makes it easier for them to work collaboratively across functional lines to increase customer loyalty and drive sales growth. The implementation plan we develop with you will include new, customer-focused goals, key performance indicators, and specific actions to keep a virtual team connected and aligned. We also provide one-on-one coaching to leaders and managers so that they can be successful in a customer-focused matrix organization.
Sales Process Redesign
Sales force effectiveness begins with a clear sales strategy. We use data analysis, customer research, and sales strategy workshops to help our clients articulate a winning sales approach. The output includes an explicit strategy to align talent, process, and organization design to create an integrated sales approach. KCG can help your sales force create and institutionalize processes that drive the growth agenda:
- Creating a focused go to market approach
- Planning and forecasting that aligns strategy and execution
- Metrics that truly measure sales force performance
- Actionable account and call planning
- Managing strategic and national accounts
- Quantifying value to the client and creating winning value propositions
- Engaging senior leaders in the sales process
Talent Management for Growth
Do you have the people in place you need to drive growth? KCG works with companies to define the success profile for growth leaders, to develop their capabilities and skills, and to ensure that talent management programs are aligned with growth priorities. This work includes:
- Retention strategies—reducing unwanted turnover by understanding the root cause of turnover, improving the effectiveness of employee selection, accelerating the assimilation of new leaders
- High potential development—identifying and developing growth leaders in the organization
- Success profiles—integrating growth-related behaviors and capabilities into competency models or leader profiles
- Performance management/360 feedback—promoting ongoing feedback and continuous improvement by developing and implementing feedback/assessment/goal-setting programs that are aligned with growth.
Sales Executive Development
Your top salespeople have great intuition when it comes to building relationships with customers, matching products with needs, and inspiring confidence and loyalty, but they may not have the skills and capabilities to excel in executive leadership roles. . . or to build senior level relationships with your most important customers. KCG helps top salespeople build on their sales capabilities to become strong leaders and strategic thinkers. Our consultants use a unique coaching model that combines in-depth 360 degree assessment with action planning and measurement. Our approach is built on our deep understanding of growth drivers, with an “outside in” approach to building sales strategies that starts with what matters most to the customer. With over 20 years hands-on experience leading global sales organizations, KCG coaches are able to provide insights that will address both the personal and functional challenges of leading a sales team.