Track information
Map out the commercial opportunities within your organization
What is your goal?
The approach of the Commercial Success Framework (CSF) is aimed at achieving results quickly, efficiently and purposefully. During an improvement process, you want to see results as quickly as possible. At YellowForest we understand that better than anyone. To achieve this, the CSF offers three different ‘tracks’ to optimize commercial processes. Each track is intended for specific situations. You can optimize the whole sales department, but it may also be that you just want to score that upcoming ‘must-win’ deal. Which track is best for your organization depends on the improvement objectives that have been defined.
The Must-WinTrack
WThis track is intended to optimize everything to be able to win that one important opportunity. YellowForest calculates with the CSF the actions you can take to maximize the win potential of that important opportunity and thus to prepare for winning this deal. The sooner YellowForest is involved in the sales cycle, the higher the ultimate win potential of the Must Win deal becomes
The SectorTrack
If the commercial results in a specific sector are lagging, the Sector Track offers the solution for optimizing key commercial functions in that sector. As a result, the win potential in the specific sector will improve significantly. If a commercial department serves different sectors, there are often challenges in incorporating the specific characteristics of a sector into the policy. For example, the Logistics sector has different characteristics than the Financial Services sector. The CSF explicitly takes into account commercial variables that are characteristic of a specific sector, so sector-specific optimizations can be made visible at a glance.
360View Track
The commercial impact across the entire organization is strengthened with the 360View Track. The entire commercial process is examined. An analysis will be made of the individual processes within Marketing, Sales and Bids and the mutual interaction between these three functions. A common example is that the campaigns that Marketing runs are not in line with the results that must be achieved within Sales. Learning and comparing strengths and weaknesses between the various sectors is an important basis for organization-wide improvements. With the 360View Track, possible optimizations that can improve the win potential for the entire organization are made visible.
25 days
Average Must-WinTrack Lead Time
