Business Unit Head: Krzysztof Rzepkowski
Insight
Sales of development projects rely on a large volume of marketing-generated inquiries and the work of sales advisors in sales offices.
In many companies, advisors play an informational role -- answering client questions, presenting the development, and preparing offers -- but do not always manage the sales process in a way that guides the client to a purchasing decision.
At the same time, sales managers often focus on sales results rather than on managing the sales process and pipeline.
Business Consequence
A large number of sales leads does not translate into a proportional number of transactions closed. Marketing costs rise while the effectiveness of sales offices remains limited. Additionally, the lack of consistent working standards causes significant differences in sales advisor performance.
Our Approach
The Sandler methodology allows sales office advisors to move beyond the informational model and deliberately guide clients through the decision-making process -- diagnosing their real needs and concerns (PAIN), understanding their financial context (BUDGET), and identifying the full decision-making process and the actual decision-makers (DECISION). For sales managers, Sandler provides tools for recruiting salespeople, managing the team, motivating staff, setting and enforcing targets, and forecasting realistic results.
We work on:
- increasing sales lead conversion
- standardizing the sales conversation in sales offices in line with the Sandler methodology
- sales pipeline management
- developing the competencies of managers and senior leadership
Team
Head: Krzysztof Rzepkowski
Consultants: Marcin Dabrowski, Arkadiusz Glen, Michal Wleklik
