Serve customers well where a visit is not needed.
We set up inside sales, web shops and customer portals for the orders that do not need a field visit, so the field team spends its days where a visit makes the difference.
Your best sellers spend too much time on orders that would place themselves.
Repeat orders, spare parts and small customers take up a large share of the field team's days. At the same time, buyers increasingly prefer to look up, compare and order online.
The result is a high cost to serve small customers, and too little time for the large ones.
Buyers want to choose how they buy: in person, remotely or on their own.
Industrial buyers now split their time fairly evenly between meeting sellers, talking remotely and serving themselves online, and they expect to move between them without starting over.
Matching each customer and each order to the right channel lowers the cost to serve small customers, and gives the field team time for the large ones, where a visit makes the difference.
We match each customer to the way they want to buy.
- 01
Segment by cost to serve
Which customers and orders need a visit, a call or just a good web shop.
- 02
Design the model
The roles of field sales, inside sales and digital channels, and how customers move between them.
- 03
Build the tools
Web shop, customer portal, CRM and call routines set up together and tied to your ERP.
- 04
Set up the team
Inside sales roles, targets and coaching, so the new model performs from the first months.
What you hold at the end
- 01
A coverage model
Who serves which customers, and how.
- 02
Digital sales channels
A web shop or portal set up for repeat orders and self-service.
- 03
An inside sales team
Roles, routines and targets that free up the field team.
Talk to a partner, not a sales team
Tell us where your sellers spend their time. René Tristan Lydiksen, Founding Partner, takes the call.
René Tristan Lydiksen, PhD
- 01Tell us where you are
A few lines are enough. No brief needed.
- 02René gets back to you
Personally, not through a sales team.
- 03A first conversation
About where you are and where to start.