Sales Management

Helping you manage the sales function for your business

Whether you offer products or services, managing the sales function of your business is essential. When times are good, businesses often neglect the sales process. Sometimes the business development manager slips into an inbound role and is waiting for the phone to ring.

Carix supports clients in managing sales by:

  • Scheduling and attending regular sales meetings – to avoid the “too busy” excuse
  • Clarifying business development, sales and account management responsibilities in the business
  • Ensuring account managers are working to retain clients, to ensure clients’ needs are being meet, to anticipate future needs, and to grow sales through upselling, and renewing and expanding contracts
  • Confirming salespeople are sourcing leads, following up with inbound ones, and bringing business in
  • Ensuring the business development function is not neglected, and ensuring someone is tasked with prospecting and initiating new business
  • Making sure sales personnel provide weekly and monthly reports recording success and learnings, comparing numbers and targets, and outlining plans
  • Tracking business development activities including number of calls, conversations, opportunities, scheduled follow ups, and plans for the upcoming week/month
  • Setting clear measures and reporting requirements
  • Looking at the numbers: eg number and value of leads; value of orders and estimated profitability; number and value of proposals submitted and won or lost; value of follow-on business

Working with a lot of family businesses, we find that clients often appreciate an independent advisor enforcing sales meeting and reporting schedules.

 

Other Carix Services

We provide a range of services tailored to your needs. Everything we do is aimed at making life easier for you.

Business Planning

We look at where your business is now, where you want to be, and what strategies will get you there.  We bring our experience to the planning process and tailor a plan that suits you.

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Recruitment

We can assist with staff recruitment, providing as much input as required.  Some clients choose to stay at arm’s length to the process while others want an impartial observer on the interview panel.

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Corporate Communication and Branding

SMEs don’t have the branding budgets of their larger competitors, but it’s still important you project a unified name, visual identity, and ‘personality’.

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Documentation

Do you struggle with finding the time to prepare documents for applications and accreditation?  We can help your business create, compile, collate and submit documentation.

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Grant Identification

Governments at all levels, Federal, state and local, support small-to-medium businesses to succeed by offering a range of grants and services.  We aim to support SMEs in accessing funding support.

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Value Pricing

We can help you understand the value of your products and services and therefore the price the products or services are worth.

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Family Businesses

Carix understands the issues faced by family businesses and offers tailored support including succession planning and mediation.

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Workshops

We prepare and delivered tailored workshops for clients (and other organisations) on a variety of topics including managing sales, value pricing, roadmapping and business models.

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Cash Flow and Budgeting

We don’t aim to take the place of your accountant, but we can work with you to make sure you are knowledgeable about, and in charge of, your business finances.

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Right People Right Jobs

We can help you develop an organisational structure that supports your strategic objectives, and work with you to prepare job descriptions, employment contracts, and staff policies and procedures.

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