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Sales

 

 

Overview of Our Services

The term sales consulting is broad and multifaceted. If we break it down into its two components—sales and consulting—it can be briefly defined as the process of advising companies on how to successfully market and sell their products or services. However, it is not as straightforward as it may seem, as a comprehensive approach is required.

 

Most companies differentiate between strategic and operational sales. However, this only accounts for two-thirds of the picture, as many businesses overlook or undervalue tactical sales. Strategic and tactical sales are often used interchangeably, but they are not the same. Let’s take a brief look at the difference between tactics and strategy.

Strategy and Tactics: Differences and Their Role in Sustainable Success

 

Strategie
A strategy defines an action plan to achieve long-term, predetermined goals. It is established during the initial phase of planning or a project and serves as the framework for future actions. Key characteristics of a strategy include:
Long-term time horizon
Focus on overarching goals
Involvement of the entire organization
Adaptation to external factors or market conditions
Tactics
In contrast to strategy, tactics focus on specific actions and short-term steps to achieve immediate success. Tactics involve targeted actions or measures with a narrower scope, often limited in time. Key characteristics of tactics include:
Short-term time horizon
Focus on details or specific tasks
Concrete action plans for specific situations
Flexibility and situational adaptation

 

 

Application in the Business World

 

Although the approach to strategy and tactics differs in business, the fundamental principles remain the same. Thoughtful decision-making and innovative measures are essential in both cases to ensure success and adaptability in an ever-changing environment.

 

This is why Bjelić & Barth follows a holistic approach. In addition to strategic and operational sales, we integrate tactical sales as a targeted and sustainable component of sales success.

 

Strategic

  • Defining the business field and target customers
  • Market positioning
  • Product strategy
  • Pricing strategy
  • Sales channels

Tactical

  • Employee leadership and training
  • Systematic market development
  • Customer acquisition
  • Demand and potential analysis
  • Pricing and contract negotiations
  • Value proposition and added-value strategy
  • After-sales service
  • Customer and offer management

Operational

  • HR strategy
  • Sales planning
  • Sales management and leadership
  • Sales control
  • Sales monitoring and performance tracking

Through this integrated approach, we are able to optimally advise your company along the customer journey, develop goal-oriented concepts, and establish operational measures in the market—ensuring your company’s long-term success.

As part of our sales projects, we systematically identify areas where specific actions can deliver quick and effective results. A key factor in the success of sales initiatives is the timely involvement of the sales organization. Our proven approaches and methods help make even qualitative sales aspects measurable and manageable.

Sales Strategy

Successful sales begin with answering the following question: “In which markets do I want to sell which products through which sales channels?” As a result, a key focus of sales strategy is the prioritization of markets and sales channels.

Sales Processes

Sales-related processes vary significantly by industry and impact large parts of the organization. They encompass activities in both internal and external sales, as well as product management, production, IT, and logistics. This includes all process steps, from the initial demand analysis to the handover of customer support from the sales team to the after-sales organization.

Sales Organization

The core question regarding sales organization is: “Is the current sales structure capable of systematically addressing strategic market and customer segments?” It is essential to consider that an organizational chart does not always reflect reality. Therefore, an objective assessment of the current state is crucial.

Sales Management

Even if the organization and processes are optimally aligned with sales goals, success ultimately depends on the skills and motivation of individual employees. This makes the qualification and management of sales personnel a central factor. Another critical aspect of sales management is the definition of key performance indicators (KPIs) to measure and optimize sales performance.