Fundamentals
Product, market, customer, sales process and value proposition.
Sales Excellence · Manufacturers and commercial organizations
When was the last time you challenged — and validated — your sales force?
We assess, challenge and develop commercial capacity with real knowledge of the PPE market — from the product and manufacturer to channels, customers and contexts of use.
The challenge
Knowing the product does not necessarily mean knowing how to transform this knowledge into value for the customer.
Between the technical sheet and the decision there are people, needs, objections, channels, price pressure and actual use. It is in this space that commercial capacity reveals itself.
What we evaluate first
Fundamentals, behaviors and ability to evolve.
Before recommending training, it is important to understand what people already know, how they act and whether they can transform learning into commercial behavior.
Behaviors
Preparation, diagnosis, argumentation, objections, monitoring and discipline.
Learning and change
Openness, transfer to the field and consistency in adopting new practices.
The Aptus difference
Knowledge of the full PPE commercial value chain.
The analysis does not end with the seller or the product. Considers how value passes — or is lost — along the chain.
Product
Characteristics, differentiation and limits.
Manufacturer
Strategy, portfolio and market objectives.
Channel
Distributors, partners and actual sales conditions.
Customer
Security, shopping, decision making and economic pressure.
Usage
Worker experience and field performance.
What can be hired
From one-off intervention to a complete development program.
Training can respond to a concrete need. When the objective is to transform capacity, it can integrate a broader path of assessment, development and monitoring.
Commercial assessment
Reading existing capacity, gaps and priorities.
Isolated training
Intervention adjusted to a defined need and audience.
Workshops
Applied work on challenges, customers, channels or practices.
Leadership development
Method of leadership, monitoring and commercial accountability.
Sales Force Program
Assessment, plan, training, tools and consolidation.
Channels and distributors
Expansion of the program when execution depends on the commercial network.
Adapted to the commercial structure
The intervention can cover who sells, who leads and who takes the proposal to the market.
Criteria, priorities, monitoring method and ability to develop the team.
Knowledge, behaviors, value proposition and execution discipline.
Distributors and partners when they are decisive for the contracted objective.
Possible deliverables
Evidence to decide. Tools to execute.
Assessment of commercial capacity
Gap and priority report
Development plan
Training, workshops and materials
Applicable business tools
Monitoring and evaluation of the transfer
Prepare to run
A commercial approach gains strength when the team can apply it.
Strategy, process and preparation converge in a clear, monitored and measurable way of working.
Initial conversation
Find out what your sales force can already do — and what it can still do.
Pre-Diagnostic organizes a first reading and prepares a concrete conversation about what could justify an independent assessment.