Authors: Annette Ehrhardt and Stefan Beeck

In this article, the authors explore five key steps to sales excellence that will not only help you maintain pricing structure in the sales force but also increase profits and revenue through sales maturity. These steps cover sales strategy, market approach, sales structure, margin management and controlling/remuneration. Annette Ehrhardt is a Senior Director with Simon-Kucher & Partners and is based in the Zurich office. She can be reached at annette.ehrhardt@simon-kucher.com. Stephan Beeck is a Senior Director with Simon-Kucher & Partners and is based in the Zurich office. He can be reached at …Read More