Berger & Associates
Business Development
Strategies
 Condition
As a sales manager, corporate executive or business owner, you are
likely to be faced with many challenges. Some of those may be associated
with your field sales organization and its overall performance and
profitability. You have done an effective job of recruiting, hiring and
training the most qualified candidates for the job. You also designed and
implemented a sales compensation plan that will drive the desired behavior
and ensure the long-term success of your company.
Problem
Despite your having done an effective job of hiring, training and
deploying your field sales resources, you continue to experience
lower-than-acceptable levels of revenue and profit growth due to the lack
of a well-planned and cohesive business development strategy. It seems
that your competitors are always a step ahead of you in securing
profitable business, and/or your prospective customers are holding you to
a standard developed by your competitor. You offer viable products or
services but are not achieving the desired levels of revenue and profit,
and if left unaddressed, these real business issues will only worsen.
 Solution
At Berger & Associates, we are acutely aware of the cause-effect
relationship associated with not having an effective business development
strategy. As a result, your sales team is not meeting expected levels of
revenue and your profit margins begin to erode. That is a scenario that no
company can afford to ignore.
As your strategic partner, we
will establish a clear understanding of your overall revenue and profit
objectives. We do this in order to determine the appropriate actions to
take to reverse any negative trends attributed to your sales organization.
We will also conduct an in-depth assessment of your current business
development strategies by focusing on market demographics, channels of
distribution, marketshare, revenue potential, current business results,
competitive pressures, cost of sales and others. As appropriate, we will
develop and implement product- and market-specific strategies at both the
organizational and individual sales rep levels that achieve the desired
revenue and financial results. Both top- and bottom-line performance
improvement is possible with this approach.
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