Need to Sell More With Less? In Tough Times, Concenter has the Solution

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New services firm focuses on optimizing sales related support and costs; equips sales organizations to "Simply Sell".

In a downturn, the last thing companies want to do is cut back on sales efforts

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In a time when sales force headcounts are routinely reduced due to declining sales, Concenter enables companies to fortify their sales operation with an eyes-wide-open approach toward improving sales performance.

"In a downturn, the last thing companies want to do is cut back on sales efforts". Says Brian Tucker, Founder and President of Concenter. "A salesperson's success is highly dependent on the sales support network they rely on. When you strengthen it, you make selling easier and vastly improve their ability to focus on new business growth and driving increased revenue."

Jump starting sales related change, Concenter leads companies through identifying operational patterns inhibiting sales and seeding cost overruns. "It's very obvious and extremely common." says Tucker "The majority of sales related problems and overspend are generally driven by lack of governance, burdensome processes, inadequate resources and unsuitable technologies.

Operationally, Concenter isolates sales related inefficiencies into fundamental categories of internal and external selling problems. Tucker explains, "Internally, dysfunctional sales support capabilities bog down the overall sales cycle and disable the sales force. Externally, problem areas imply incompetence, leave customers dissatisfied, restrict revenue and slow company growth. We quickly uncover sales support functions sprinkled throughout business units. These target areas typically leverage non-dedicated, poorly utilized and ill-equipped resources to support sales efforts.

Additionally, we find clients with large holes in their pockets in that they unknowingly over-pay for poorly performing sales support capabilities."

Continuing on the financial front, Concenter assists clients with weighing true spend against their current capabilities. Through uncovering hidden costs, they find ways to centralize and improve support functions along with optimizing monies buried in budgets across the organization. Tucker details, "Recent research by Forrester reflects some companies are spending 19% of their Selling, General and Administration (SG&A) expenses on sales related support functions. Moreover, we have recently identified scenarios with clients experiencing costs equal to 10 times what they should be paying, combined with resource utilization running as low as 28%. We enable our clients to correct this through rapidly centralizing and optimizing these random acts of sales support with results yielding dramatic improvements to overall sales performance and significant financial reductions."

Utilizing their Sales Support Improvement Framework, Concenter focuses on optimizing governance, processes, resources and technology required to support the sales force. They begin engaging with clients through a free, no obligation consultation designed to shift client focus back to fundamentals by defining the why, what, when and who requirements of their desired change. Once complete, their experts further work with clients to create solutions focused on rapidly resolving today's tactical problems with a strategic focus on tomorrow.

Offering a palatable and pliable range of sales related services, Concenter facilitates building roadmaps toward change, drives transformation activities, provides resources to do the dirty work and most importantly sticks with clients to ensure they are properly equipped to sustain and continually improve. Tucker emphasizes, "While larger consulting companies tend to focus on helping define vision and strategy, they typically disengage prior to executing the plan. We stay and drive the course of change through augmenting existing support capabilities or completely transforming the way clients support their sales force. "

Other areas Concenter assists sales related leadership with include merger and acquisition support in addition to recovery and turnaround assistance. Tucker adds, "Our primary business focus centers upon streamlining and replacing sales related complexities with simplicity, while eliminating hassles and distractions keeping their sales organizations from focusing on what they do best. Selling. By doing so, we enable clients to shift towards realizing immediate client value gains and achieving substantially higher close rates through equipping them with the ability to Simply Sell."


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Benard Maas
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