We address your Business Challenges
Challenge: define and specify the Sales Challenge of the Company:
The Challenge is defined by the General or by the Sales Manager of the Company. We (ByJ) can help, with our own methodology, to specify the Sales Challenge of the Company. But the Challenge is defined by the Company itself.
Focus on Growth Plans
- Increase in market share or in introduction in some areas (either through internal growth, or through acquisitions …)
- Increase in Market share and Sales in some specific segments
- Increase in the focus and competencies of the Team in winning the Market
Organizational matters
- Companies in which there is a new Sales Department that needs support
- Companies that do not have the figure of the Sales Management
- Companies that are addressing structural changes (integration processes, acquisition …), or in the Department itself (management of large accounts, management of organization Sales by Brand or by segment …..)
Consolidation of processes and efficiency in Sales
- Companies that are not 100% satisfied with their sales efficiency and require a Diagnosis to propose and confirm what actions they have to implement to improve …
Team Development
- Companies that want to develop their Team, and train them, with a partner who has a contracted methodology (Insights Discovery methodology) and who at the same time provides them with real experience in Sales (with which the Company’s Sales Team recognizes the applicability in the real cases they face day to day)
In any other field of Sales
- Although we are not a strategic consulting firm (for that purpose there are already the Big 4 and others), we can help the Company in creating a strategic plan focused on the Sales and Commercial function.
- Adaptation to a market and increasingly changing situations. For example, are we prepared to face the Sales action in an increasingly remote contact environment?
The first point is to specify the Commercial Challenge to be addressed. From ByJ we can help to identify it.
In other words, what would the Company like to achieve.
Every Company has Business Challenges:
- companies with a strong market situation. Being powerful today does not prevent other competitors from fighting for their share of the quota. The important thing in a Company with a strong market situation is to lay the foundations to continue being so in the future or in Companies with the potential for significant improvement in their share.
- those challenges need to be addressed. To do this, the Company can decide to do it on its own or confirm with an external expert, what would be the most effective and efficient plan to address said Challenge.
Diagnosis: on how to achieve the Challenge
To achieve the Challenge, at ByJ we have our own methodology that allows us to carry out a correct Diagnosis of the situation, so that after this Diagnosis, we can prepare and propose a concrete Action Plan.
As the Challenge can be very varied and sometimes complex, we propose to carry out the Diagnosis taking into account all the possible aspects of the specific situation to be addressed.
From ByJ we have identified the ByJ Protocols, which every Company must cover. They are generic protocols that cover all commercial activity. Therefore, every Company covers each of the aforementioned Protocols in a very different way. What we propose is to make a diagnosis of those that may affect the commercial challenge and thus be able to make a diagnosis taking into account all aspects of the commercial challenge. This methodology allows us to carry out a very complete and efficient Diagnosis.
The ByJ Protocols are as follows:
1.- “Sales Management Protocols”: 17 exclusive ByJ protocols
They range from Planning activities (5 Protocols), Management (10 Protocols), or Control (2 Protocols).
To give an example, there is a Protocol on the Profile of Team Preferences and its Development Plan: we specify the objective of this Protocol, the Advantages and Benefits of its implementation, as well as some Recommendations ByJ. We also have practical tools on how to carry out the Diagnosis in the Company. To follow the example, if the Business Challenge were to Develop your Team, we would analyze said Protocol and take into account the Competencies and needs to propose a specific plan.
2.- “Commercial Protocols of a General Manager position”
16 exclusive ByJ protocols, including Planning, Direction (getting things done) and Control.
3.- “Protocols to comercializa through an Independent Distribution network”
they are specific protocols of a company that sells through Independent Distributors: including
- Definition of Commercial Relationship between Manufacturer and Distribution
- What does the Manufacturer expect from the Distributor
- What does the Distributor expect from the Manufacturer
- Sales Process with Independent Distributors
4.- ByJ Key Accounts Management Protocols
Including objectives and customer segmentation, impact in the organization of the company, the profile of a KAM, the Processes and the Protocols for selling in Key Accounts, and the objetives & Trackers in a KAM position.
5.- Protocols for Remote Work Environment: “Sales Management Protocols in Remote Environment”
17 exclusive ByJ protocols and “Commercial General Management protocols in Remote Environment”: 16 exclusive ByJ protocols.
Currently we face a very different commercial reality, working in a remote environment, which affects the pure sales process with a client, but goes much further.
We analyze the impacts on Processes, Technology and People to be successful in a new Remote Sales scenario (or partial face-to-face – remote).
At ByJ we understand that we must rethink all commercial activity in this environment. For example, not only focus on how to carry out the sales process remotely with the clients, but also all the commercial aspects of the activity (development plan, value sales, digital strategy, and a long etcetera).
ByJ Solution
Once the Diagnosis is made, we define and specify the ByJ Solution and its proposed action plan. We also agreed with the Company how from ByJ we can collaborate in implementing said Plan.
From ByJ we make ourselves available to the Company, to the extent agreed, to get involved in the management of said Action Plan, from:
- Identifying the Action Plan
- Collaborating¡ with the Company in its follow-up
- Actively collaborating with the Company from ByJ to implement the Plan
- Getting actively involved in the Company, through Interim Project Management. Always under exclusive commitments by ByJ. We have “Interim Project Management Protocols”, created & practiced by ByJ, to ensure efficiency and coordination in this Interim Management Projects. If the Company confirms it, we can get involved from ByJ in the implementation of the Plan in the Company.
The Action Plan may include topics on:
In the event that the Action Plan requires services for Development or for the Training of People, from ByJ we offer Development and Training Services:
ByJ Development and Training Services
We design and implement development programs for the Management Team and for the Commercial Team. We take the best of our experience and apply it to achieve the maximum commitment of the participant.
At ByJ we are accredited by Insights Discovery, a tool that improves personal self-knowledge. Through the “Participant’s Personal Profile”, we help organizations in the following areas:
- Leadership. Participants will improve their abilities to influence others
- Sales Management. We work on planning, getting the things get done and also defining the main monitoring indicators.
- Teamwork. We improve communication between members
- Effective Negotiation. We enhance our negotiating skills
- Styles of personal communication. Participants will become aware of the impact of their communication style
- Efficiency in the Sale: we will obtain greater results from our actions
All of our Development Programs are:
- 100% personalized to the needs and reality of the client: the objective of the Program is aligned with the Challenge to be achieved.
- It combines a leading and proven methodology (Insights Discovery) with a wide commercial and managerial professional experience
- We do not limit ourselves to training sessions: as the training or development session is linked to a commercial challenge, the sessions cover specific actions, both before the session, as well as during and after the session. That guarantees a real impact on the participants
ByJ collaboration proposal
Uur only objective as ByJ is to help Companies achieve their Business Challenges.
OUR COMMITMENT IS THE KEY
- All ByJ economic Proposals are linked to the results obtained
- In this way, we can commit to the Company that the benefits achieved imply much more economic results than the cost of collaboration with ByJ.