Sale or fail: 10 dimensions of sales excellence

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Many companies face challenges in making their sales performance sustainable. Stagnating or shrinking markets, exhausted cost efficiencies and poor-performing sales departments are all factors.

The starting point for optimizing sales is a coherent sales strategy that is embedded in the company’s overall strategy.

But overall, a lack of understanding of what “sales excellence” really means can hold companies back. To address this, EY has developed a 10-point sales audit that can help companies establish the foundation for sustainable sales improvement.

This article introduces the Contrast Sales Excellence Audit — based on 10 dimensions — that can help to provide the transparency that was previously lacking and establish the foundation for sustainably increasing sales excellence.

The article was written by:

  • Nikolaus Köchelhuber
    Senior Manager, Performance Improvement, Ernst & Young Advisory Services GmbH, Austria
  • Johannes Schneider
    Senior Manager, Performance Improvement, Ernst & Young Advisory Services GmbH, Austria

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