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Skills & experience 2.0
Shared Sales Management - How does it work ?
OTM’s way of working is pragmatic, precise, concerted and transparent. .
It is built around 4 key stages.
Stage 2
OTM and the customer establish the detailed requirements, based on mutual commitment :
.
OTM’s commitment basis are the 4 pillars (Strategy, Management, Négociation, Reporting) and the precise tasks resultant based on the company’s specific needs.
The customer commits to providing the means necessary to support this mission (Customer Service support, marketing ressources, promotional budgets, data, After sales service...)
Stage 3
Define precise annual targets and specific actions plans.
The project is approved and the mission is clear : together OTM and the customer establish annual qualitative and quantitative targets which will structure the commercial actions, and be the basis for both salesforce and OTM bonuses.
They also establish precise action plans (what? Where? With whom? How?) that will enable to team to reach the set targets.
Stage 4
Ready, Set, GO.
OTM works with the team and support departments to reach the set company goals. Performance is regularly monitored through KPIs .
OTM regularly organises Business Reviews with its customers to follow up on performance and make decisions in case of deviation, and if necessary, implement corrective action plans.
Our promise
Premium quality, credible and successful sales management services to each of our contractors simultaneously. But how is it possible ?
Way of working
The success of OTM is built on our simple, transparent ethical and uncomprimising rules :
- Workload consistency : we voluntarily limit the number of contracts (maximum 3 main contracts + a few « one shot » tasks)
- Contract consistency : OTM will not enter into agreements with 2 competitors in the targeted markets.
- Market/Customer consistency : OTM only operates in the DIY, Builder Merchants and Professional Resellers networks.
- Salesforce consistency : OTM mainly works with a network of identified Salesreps and agents, who are well known, successful and experts in their line of work and in their geographical area.
- Work methods consistency : OTM’s daily way of working is above all simple, pragmatic and structured : use of monitoring tools, KPI and analysis…
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