In an increasingly competitive world, the most effective organisations focus resources on strategies that promote growth and profitability. A recent Economist Intelligence Unit survey confirmed that the top challenges facing executives today continue to be increasing profitability, enhancing revenue growth, and creating superior customer value.* As a sales executive, this comes as no surprise to you – you're under constant pressure to deliver predictable revenues and margins by identifying the right revenue opportunities, maximising revenue in every selling opportunity, and closing deals as quickly as possible with the least number of resources. And you're challenged to achieve all of this while promoting long-term customer loyalty, ensuring a consistent customer experience across all channels of interaction and eliminating channel conflict.

How do you transform your sales force into a team of knowledgeable and trusted advisors, fostering efficient collaboration across teams to align efforts on fulfilling customer needs and delivering exceptional value?

As a leader, SAP can provide tools that help you get a complete and accurate picture of the customer – including every factor impacting revenue, cost, and margin. With SAP, you get a single source of truth upon which you can accurately assess customer value and make intelligent, informed decisions about where and how to focus your resources and investments to drive profitable growth.

* Siegel, Jeff, "Improving customer relationships: An integrated approach," The Economist Intelligence Unit, October 2007

HOW DO I...?

• Create the optimal offer to attract and retain high-value customers with the right combination of products, services, and eligible promotions
• Optimise sales and marketing investments to introduce a more disciplined approach to the allocation of marketing spend and promotional investments