Аудит системы продаж - Kreston

Аудит системы продаж


AUDIT OF SALES SYSTEM

New sales channels
New market outlets
Enhancing your current sales
Regulations, business processes and KPIs

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PROBLEMS OF OUR CLIENTS

Unprofitable partnership with buyers/distributors

Unprofitable partnership with buyers/distributors

In order to make the partnership conditions
as profitable as possible,
a unified approach regulated by the company
commercial policy
has to be created

Non-fulfillment of plans on sales, income, average purchase amount

Non-fulfillment of plans on sales, income, average purchase amount

Sales promotion activities
are often to be inconsistent with the marketing plan approved.
Correlating the advertising support and such activities can enhance your sales greatly

Staff's non-compliance with KPIs, manpower turnover

Staff's non-compliance with KPIs,  manpower turnover

As far as sales are concerned, some companies still depend on the efficiency of individual officers. A properly designed motivation system allows you to manage the sales process, obtain a predictable result and be independent of the workforce.

Non-optimized sales
promotion budget

Non-optimized sales <br>promotion budget

Companies make many errors as they generate the budget. Even if the budget management procedure is already established, it has to be adjusted and maintained in operational conditions

Inefficient management of accounts receivable

Inefficient management of accounts receivable

A well-designed receivables management system allows you to select the right debtors,
increase the order portfolio and size of operating income

Absence
of sales strategy

Absence  <br>of sales strategy

A sales strategy allows you to increase the sales annually, assess your capabilities,
set objectives for your offices, adapt to market changes, and grow rapidly

READY TO DISCUSS YOUR PROJECT?

We’ll be happy to answer all your questions

OUR SOLUTIONS

ANALYSIS OF THE SALES
DEPARTMENT PERFORMANCE

  • Analysis of the sales organizational structure
  • Analysis of the sales policies and standards
  • Analysis of the networking with other business units
  • Motivation program analysis
  • Assessment of staff's performance and leadership

ENHANCING THE SALES DEPARTMENT

  • Correlation of the sales plan with the plan for production, procurement, and residual stock
  • Correlation assessment of ATL, BTL, and trade marketing
  • Analysis of the sales tools (presentations, samples, POS materials, price lists, catalogs)
  • Motivation program analysis
  • Development of internal policies

ENHANCING PROFITABILITY
OF SALES

  • Assessment of the sales planning efficiency
  • Optimization of partnership terms with buyers/distributors
  • Optimization of the approach to marketing planning
  • Optimization of accounts receivable
  • Implementation of the ROI analysis to assess the effectiveness of sales promotion costs

SALES
DEVELOPMENT

  • Analysis of the existing sales strategy
  • Performance assessment of the strategy developed
  • Assessment of the pricing strategy effectiveness
  • Assessment of the market and competitive environment
  • Sales strategy development

OUR CASES

Examples of implemented solutions that helped our clients to enhance the sales

Стратегия

Client: A large producer of pet food.

Objective: Establish a cooperation with distributors and optimize costs for trade marketing.

What was done: We helped the company to improve their sales structure and motivation system, define KPIs. We also developed a uniform policy and internal regulations for dealing with distributors and consumers, proposed a system for evaluating the efficiency of trade marketing activities. As a result, the

company's annual income increased by 15%.

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Стратегия

Client: The leading producer of confectionery products.

Objective: Increase the rate of return, identify and eliminate potential errors in the sales system.

What was done: We developed a strategy for interaction with distributors at all stages of the sale, wrote regulations for operation with them and the accounts receivable. The consultants also proposed unique instruments to encourage debtors to repay their debts and prepared a new plan for distribution

development. As a result, the annual income growth amounted to ₴14.7 mn.

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Стратегия

Client: A producer of beverages and snacks.

Objective: To conduct an independent analysis of the sales system and identify the weaknesses that can be exploited for economic abuse.

What was done: The following weaknesses were detected in the course of audit: inefficient use of trade equipment and low return on the trading team. We developed an evaluation and monitoring system for equipment in the sale outlets, proposed a new routing and loading standards for the trading team,

developed a bonus program on the quantity and quality distribution. The analytical approaches were implemented for the purpose of effective management solutions. Efficiency in the use of trade equipment increased by 65%. Return on the trading team increased by 42%

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ORDER A CONSULTATION ON THE AUDIT OF SALES SYSTEM

Alexander Rud

Alexander Rud

Head of Corporate Business

Development of marketing and sales systems

Alexander Rud
Andrey Kliuzov

Andrey Kliuzov

Senior Business Analyst

Strategy development for new markets
Coaching. Business process implementation

WHY US?

Application of international experience and practical knowledge in different industries ensures the top result of our projects

120+
PROJECTS COMPLETED

Experience

Over 15 years of experience in international auditing, tax auditing, financial investigations, comprehensive diagnostics, strategic and business planning, business processes management, business valuation

Skilled personnel

More than 30 professionals with expertise in the area of analysis, control and development of effective sales systems in Ukrainian and international companies

AUDIT AND CONSULTING PRACTICE BY KRESTON GCG

7000+

PROJECTS COMPLETED

200+

REGULAR CUSTOMERS

TOP12

OF THE WORLD RANKING

150+

FULL-TIME STAFF
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