Commercial Steering

Effective sales through excellent steering

Rising competition and increasingly well-informed customers are changing the world of business and presenting complex challenges for Sales. Companies need an intelligent sales approach to develop customer relationships effectively and serve the market in a customer-oriented manner. A key prerequisites for this is to know the success of daily sales activities, campaigns and additional sales measures. Our experts use proven approaches to support you in focusing your commercial steering so that you can benefit from complete transparency concerning your sales activities at all times, implement measures effectively, and see your efforts succeed. Using smart tools and processes, you can transform steering into a central component of value creation within your company.

Commercial steering concept

Laying the foundations for excellent commercial steering

Our proven steering approach covers all the central topics of commercial steering:

  • Sales roles: Which roles are there, how do they relate to one another, and what is relevant to whom?
  • Steering dimensions and parameters: What information is collected, and to what level of detail?
  • Performance indicators: Which indicators are relevant, and which role is responsible for which indicator?

These topics are closely related to one another. We will work together to answer these questions in detail and lay the foundation for excellent commercial steering at your company.

Smart commercial steering processes

Implementing measures professionally

Various processes - from planning, budgeting, forecasting and analysis to the planning and tracking of measures - ensure that the most effective activities can be implemented in a structured manner. Smart IT solutions support these processes, providing the desired level of transparency through reports and dashboards. Our experts will work with you to develop tailored solutions that combine traditional reporting methods with smart, data-driven approaches. Doing so, it may be possible, for example, to maximize results through an optimised product mix or considerably improve the accuracy of your sales forecast.

Together with Horváth, we developed and implemented a Sales Performance Management concept and data-driven sales-performance cockpit in SAP Analytics Cloud. With conceptual strength, a pragmatic approach, hands-on mentality, and operative BI support, we were able to create the first dashboard in SAC within a 4-week sprint.

Alexander Böck, Vice President Sales Management, Schaeffler Technologies AG & Co. KG