(upbeat music) - Fundamentally, clients come to LEK because they may be missing their sales objectives, and they need help understanding exactly why that is.
- One of the biggest challenges we see is that a lot of times the capabilities that our clients have on their sales team is not appropriately or ideally aligned to the customer segments that they're targeting. So they might have a clear sense of what their customer priorities are, what their commercial priorities are, but in the alignment of those sales resources and the optimization of how they're taking that sales team and positioning to meet those customer needs. And there can be some challenges there.
- LEK's heritage is in growth strategy. And so what Commercial Excellence is, is tying that core vision or strategy for future growth into how the commercial engine realizes that growth. Fundamentally, Commercial Excellence at LEK revolves around four major pillars. So there's your customer strategy, your go to market, your sales process, and your sales enablers.
If collectively those things are working in harmony, you can achieve a really high-performing sales organization.
- Commercial Excellence is holistic for us. We start with the customer, thinking about your commercial priorities, your customer segment priorities, the products and services you sell, how you then deploy your sales person and their capabilities to deliver those value propositions to those customers, all the way through the sales process itself. So how you manage through your sales funnel, how you convert leads, how you manage that growth, and then how you support your commercial team through incentives, compensation, metrics, KPIs, training.
- So frequently when our clients come to us, they don't have a good grasp of exactly what's going wrong. They may have missed a sales target, and they're hearing a lot of different reasons from their sales team, but they really fundamentally need to understand what do we need to fix? The Commercial Fitness Diagnostic is meant as a rapid way to cut through the noise, and distill what's most important to driving high performance. We use our Commercial Excellence Framework to help diagnose across the complete commercial engine where those issues or challenges might be, and we help create an approach that spans from individual roles or responsibilities through to the actual sales motion, how you're engaging with your customers, as well as incentives and compensation to make sure that the behaviors of your sales force are aligned to how to win in the market.
- I love it when clients bring us those questions that they don't know the answers to, but we're going to figure out what's the best way to solve that, and we're going to be with them to help them deliver on that and achieve their goals. (upbeat music continues)
