Leading companies are investing in sustainable and effective sales structures and marketing strategies. We support them to unlock their potential with our deep sales knowledge and industry insights, so they can deliver outstanding value both now and in the future.
Sales and marketing effectiveness
Creating value is at the heart of every business, driving it forward. Sales and marketing play a crucial role in this, offering tailored approaches to boost value for you and your customers. Successful organisations are transforming their sales into powerful value creators by crafting smart sales strategies, deeply understanding customer needs, running efficient operations, and empowering their sales and marketing teams with technology.
What are the common challenges faced by organisations?
Challenge 1: Capabilities
Poor internal sales excellence capabilities leading to missed business opportunities.
Challenge 3: Churn
Elevated churn rates throughout the customer lifecycle, combined with insufficient understanding of the causes of the churn.
Challenge 2: Processes
Inefficient sales processes, poor governance structure, and unconnected tools hinder growth.
Challenge 4: Customer-centricity
Difficulty in implementing a seamless customer-centric process across all channels.
Want to overcome these challenges? We're here to help you.
How can we support your sales effectiveness journey?
At PwC, we've crafted a thorough strategy to boost your sales and marketing success. It covers the diverse factors that teams need in order to understand and connect with today's customers. Our approach empowers you to have the tools to reach customers, maintain strong engagement, and deliver top-notch sales services so you can consistently increase value and drive growth for your business.
Build a strong sales organisation to maximise market reach
High-performing sales teams don't happen by accident. By designing a clear organisational structure with defined roles, responsibilities, and customer segments matched to each team's strengths, you can maximise the outcome of every sales interaction. When teams are built around your customers' needs, you create more value, cover the right markets, and ultimately drive stronger customer engagement.
Contact one of our expertsOptimise your end-to-end sales process for maximum effectiveness
Every step of the sales process, from lead generation to closing deals, is critical. Optimising each stage as part of an end‑to‑end process improves the consistency of the sales experience, removes bottlenecks, and accelerates the sales cycle. This empowers you to efficiently create more value. When all sales activities are aligned into a streamlined process that reflects your customers’ behaviours, both conversion rates and productivity increase.
Contact one of our expertsEquip your sales teams with the right tools to succeed
Maximising value for both your organisation and your customers starts with ensuring your sales teams have the resources they need to perform at their best. This includes a clear organisational structure, well-defined processes, the right tools to close deals, and the ability to anticipate customer needs and reach out at the right moment to maximise conversion.
Contact one of our expertsAssess your sales performance wisely
Tracking sales performance is essential for staying on course and keeping your strategy aligned with customer needs. By continuously measuring and evaluating the right metrics, you can identify bottlenecks early and take targeted corrective actions. With the right coaching and incentives in place, your insights are turned into improvements that enhance the customer experience and maximise value creation.
Contact one of our expertsHow we helped our clients
Re-engineering commercial business processes
Key achievements:
Clearly defined mandates for marketing, sales, technical sales, and innovation.
Re-designed processes across EMEA.
Delivered detailed current process flows and detailed gap analyses for specific countries.
Implemented prerequisites list, workloads, and timelines for each process.
Developed overall phased implementation roadmap and governance for all processes.
Establishing clear key account management processes
Key achievements:
Streamlined processes and established regular cadence with cross-functional involvement.
Created and implemented a comprehensive deployment plan to ensure integration within the CRM and processes across the organisation.
Fostered a culture of accountability within account teams through defined roles and responsibilities, leading to clearer ownership of account planning and strategy execution.
Enabled the collection and analysis of actionable data, empowering the sales team with insights to optimise performance and drive profitability for key accounts.
Harmonising sales processes
Key achievements:
Unified sales processes leading to a common way of working and improved collaboration.
Created efficiency gains in sales management, reducing manual work and enabling real-time reporting.
Established clear ownership and faster response times in lead and opportunity management.
Structured account and distributor planning, segmentation, and evaluation.
Enhanced customer experience through better tracking and handover of interactions.
Built CRM implementation readiness, enabling further digitalisation and process automation.
Defining the strategic product portfolio to support growth
Key achievements:
Created alignment of the commercial strategy with the strategic product portfolio.
Developed differentiated service levels based on a new customer segmentation.
Implemented a clear view on the products that attribute the most to order completion (service levels) and sales.
Created a clear playbook with repeatable methods for scaling to new regions.
Defining a new target operating model to adapt to market dynamics
Key achievements:
Delivered the co-creation and implementation of the new target operating model (TOM).
Developed roll-out playbooks for deploying the different TOM components.
Designed a detailed change management approach, based on impact analysis.
Drove a culture of continuous improvement and increased customer focus.
Our expertise
Check out our Future of Sales whitepaper
Come on a transformative journey and witness a day-by-day evolution of what a sales role could encompass in a rapidly advancing landscape.
Future of Sales
Building for the next decade
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Margot Vanden Poel
