Services

Sales Capability Forensics offers a comprehensive approach to enhancing sales performance by focusing on real-world execution at the point of purchase. The core services include 4 main components looking at the major contributors to great execution at the point of sale:

1. Strategic & Operational Review

– Comparing mid-term strategy with the annual plan.

– Evaluating the annual plan against the operating model, short-term incentives, and sales KPIs and targets.

2. Point of Purchase Analysis

– Extensive on-site evaluations to understand actual execution and consumer experience.

– Data-driven, binary format reporting to provide clear insights into what is and isn’t working.

3. Functional Capability

– Reporting on efficiency and the deployment of resources against the strategic goals and prioritisation of the organisation.

– Commercial effectiveness, assessing the effectiveness of the resources employed. Focusing primarily on peoples skills sets ahead of process and tools.

4. Tools & Assets

– A investigation into the contribution made by the tools and assets deployed to support each team member at each step of the process. The impact this has on efficiency and effectiveness.

The scope of the analysis is then played back as Feedback and Recommendations

– Unbiased assessments and practical feedback on potential improvements.

– Recommendations for the design, implementation, and tracking of changes.

Key Differentiators

– Unbiased Assessment Methodology focuses on objective, real-world observations rather than theoretical or desk-based analysis.

– Point of Purchase Focus: Emphasizes the importance of the point of purchase in understanding and improving sales capabilities.

– Consumer Experience Evaluation: Looks at how the shopper/consumer experiences the brand and their path to purchase.

Methodology

– Observation and Checklist Approach: Forensic auditing at the point of purchase using checklists to gather data.

– Binary Reporting: Simple, clear reports indicating whether actions are being performed as designed or if there are accidental factors influencing outcomes.

– Feedback: Provides actionable feedback on how to improve based on observed data.

Additional Services

– Problem Resolution: Design and Propose solutions that raise your commercial capability and address the gaps found in the audit process.

– Project Management: manage the implementation of changes chosen to improve performance.

– Impact Assessment: Rapid assessments of the impact of changes on performance to allow additional course corrections and earlier value realisation.

– Tool and Process Support: Assistance with introducing or modifying tools and processes to enhance sales capability.

What We Avoid

– Fancy Graphics: Focus on substance over style.

– Sugar Coating: Honest, straightforward reporting of findings.

– Unqualified Observations: Reliance on verified observations rather than assumptions.

– The Ivory Tower: Emphasis on fieldwork over desk analysis.

– Presumptions: we acknowledge the complexity of getting sales right and do not claim to have all the answers. Expect us to ask you why and how.

Conclusion

Sales Capability Forensics offers a practical and data-driven approach to improving sales effectiveness. Our emphasis on real-world execution and unbiased assessment, coupled with our straightforward reporting and actionable feedback, makes our services valuable for organizations looking to align their commercial strategies with actual on-ground performance. The focus on understanding consumer experiences and optimizing resource allocation further strengthens our offering, making SCF a compelling choice for businesses aiming to enhance their sales capabilities. What we do together will be bespoke, lets start the discussions today.

Daniel helped design and implement a new Target Operating Model during our company integration and rebrand. He provided the structure, job descriptions and alignment we needed to ensure we had the capacity and capability in the organization to deliver budget and the brand aspiration of the business.

Daniel also instilled confidence in the sales organization through his leadership that allowed the business to move forwards and achieve double digit growth in year 1.

Toby Venus

Group International Client Director, Selecta

Dan played a pivotal role in the implementation of the SAP Trade Promotion Management solution across a team of 50+ accounts managers.

Dan is a great communicator and was able to drive users buy-in which is key in a change programme of that scale. I was also impressed by Dan's ability to constantly challenge the development teams to produce design solutions aligned with the needs of the business.

Daniel Lander

Chief Financial Officer, Suntory Beverage & Food

A big focus on developing his team is the first thing that comes to mind, when thinking about Daniel.

I had the pleasure of having Daniel as my manager in Carlsberg Group In 2019 and learnt a lot from him.

I was particularly impressed with Daniels focus on personal development. He would always involve, support, and challenge me to ensure my continued development.

A skill I appreciated so much, that when he offered to be my mentor after leaving Carlsberg Group, I accepted the offer without hesitation.

Jimmi Thisted

Senior Global Manager, Carlsberg Group