EKS Modules
Commercial Effectiveness
Commercial Pool and Global Value Map
What are the business cases that the company is acting on?
What is the company’s added value for each business case?
What is the relationship between the commercial effort that the company is dedicating to each commercial case and its contribution to sales?
What is the company’s value proposition?
Effectiveness of Sales Processes and ABC of clients and catalog
What is the relationship between business cases and product and service portfolio?
How are commercial offers prepared?
How is the commercial information captured in the market collected?
What is the company’s commercial reaction capacity?
What is the level of effectiveness of the company’s overall process?
Sales Team Structure
How is the sales team structure aligned to the business cases on which the company acts?
How is the company’s target market geographically distributed and what is the distance between the sales team and the point of sale?
How many companies does each person on the sales team have to serve?
How are the tasks developed by the sales team integrated with the rest of the company’s areas?
Commercial Profitability
Product and Services Profitability Pool
What are the direct and indirect costs associated with the company’s sales process?
What are the hidden costs derived from poor alignment of the strategic, operational and digital proposition?
What is the relative weight of each business case in the total cost of the company?
Pricing Structure
How is the price list of products and services established?
What is the discount policy on fare prices?
Competitive Advantage
Competitive environment
What is the general situation of the target market?
What are the repositioning alternatives offered by the market?
Competitive advantages
What is the perceived value of the company in the market?
What is the company’s positioning with respect to the different interest groups with which it interacts?