Strategy & Planning
Build robust models to achieve your ambitions
Kano designs operational strategies that connect vision, goals and results - by repairing the virtuous circle between data, processes and tools.
Benefits & Convincing Results
Opt for a powerful strategy with concrete results
+20%
of active opportunities by salespeople
with better sized and more targeted teams
Min 2/3
Sales representatives at the level of objectives
with engaging goals driving performance
+20%
Team satisfaction
with a remuneration model aligned with the strategy
-30%
Of friction
on the execution of strategic projects
Already 50+ businesses
Accompanied
Accompanied
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Our method or Perimeters of action
Capacity planning
We build solid sizing models based on the load drivers of your teams:
- Optimal ratio of leads/opportunities per salesperson
- Number of active accounts per CSM
- Average closing or onboarding times
- Resolution time (support)
- Growth objectives and recruitment and/or training deadlines
Predictive management of resources and better load management.
A remuneration model that aligns the interests of the company and the teams.
Variable compensation models
We audit your existing plans (Sales & Customer) and co-build motivating and legible remuneration models for your teams:
- Fair weighting between quantitative and qualitative variables
- Definition of thresholds (floor, target, ceiling)
- Structuring accelerator mechanisms
- Definition of the indexing indicators of the variable (turnover, margin, volumes,...)
Definition of business and customer goals
We help define the right milestones in terms of sales, renewal or satisfaction objectives:
- Quotas per profile: BDR, AE, CSM, AM
- Distribution methods by market or pipeline
- Follow-up rituals: operational/weekly, tactical/monthly, strategic/quarterly
- Management tools connected to your CRM.
A clear and measurable construction, designed to align teams, from management to the field.
An intelligent map based on your data and clarifying everyone's areas of action.
Territory management & account segmentation
Together with you, we define clear division rules, based on your business priorities:
- By sector: industry, retail, SaaS
- By size: Small/medium/large accounts
- By geography: France, Europe, US
- By potential or type of need: use, maturity
Strategic project management
We take over from your teams so that they focus on the business core. We bring our expertise to key projects such as:
- Outsourcing of support and sales teams (i.e. inshore vs. offshore choice)
- Management of CRM, BI or even ticketing projects.
- Management of post-merger/acquisition integration projects (change management, process harmonization, etc.).
Free up your internal resources while carrying out your key projects successfully.
FAQS
What is the point of redefining territories?
Can we outsource without losing the link with our customers?
Should the same goals be set for all Sales?
Do you only work on tools?
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