CRM Consulting & Sales Consulting for Greater Transparency
Companies face growing challenges in sales. Sales managers struggle with a lack of transparency: clear performance data is missing and subjective reports dominate. That makes it hard to assess investments on a sound basis. In addition, many employees do not manage customer relationships effectively and hold back the building of strong partnerships. The solution: by introducing a CRM system or optimizing your existing one, you modernize your sales organization and secure long-term success.
Create greater transparency
Clear data provides valuable insights into team performance and makes sales investments measurable. This improves your ability to steer your sales organization.
Open up new markets
As brick-and-mortar retail shrinks, digital channels offer opportunities to expand market share and win customers where they buy today.
Strengthen customer proximity
Deliberately managing customer relationships creates closer ties and builds trust. Establishing and expanding strong partnerships secures sustainable growth.
Our Clients
The four ingredients of our sales consulting
Implementing a CRM system, or optimizing one, is only successful when four decisive ingredients come together: management commitment, excellent sales processes with the right CRM tool, effective change management, and clear governance. Together with our experienced cooperation partner Iskander Business Partner, we offer change-driven sales consulting. Our focus is not only on introducing and optimizing CRM tools and processes, but on deliberately combining them with effective change management. In doing so, we actively involve top management and motivate leaders and employees – always in a people-friendly and results-oriented way. That is how your CRM project becomes a success and leads to greater transparency and steering capability in sales.
01 Management Commitment
We support you in establishing a guiding coalition that develops a clear vision, drives the change forward consistently, and ensures transparency.
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02 Excellent processes and an actively used CRM
We are the experts for CRM implementation, CRM optimization, and sales processes – making your customer management more efficient and more powerful.
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03 Change management in sales
Introducing a CRM system requires comprehensive change management. We involve your teams, break down resistance, and create lasting acceptance in sales.
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04 Clear governance
With a modern sales dashboard, we foster collaboration, transparency, and success. It makes engagement visible, encourages healthy competition, and sets incentives.
Read more01 Management Commitment
With our CRM consulting, you establish a powerful guiding coalition in your company that actively champions greater transparency and better steerability in sales. This guiding coalition develops a compelling change story that not only makes clear how urgent change in sales is, but also explains why the status quo is not an option. Together with it, we also work out a clear vision of what your company will look like once the changes have been implemented successfully, and define the steps needed to reach that goal.
Target vision of the CRM system
There is a clear and shared understanding of which goals the CRM project pursues and what added value it should deliver.
Target vision of the CRM system
An essential part of our CRM consulting is this: we make sure that management stands united behind these goals and commits, with full conviction, to actively driving the vision forward.
A suitable CRM system
Management agrees that the existing CRM system achieves the defined goals and efficiently maps the associated processes.
A suitable CRM system
Alternatively, it has agreed to introduce a new system that meets these requirements. As part of our CRM Consulting, we accompany this process with our field-tested approach.
Commitment to usage
Management clearly commits to making CRM usage mandatory for all sales employees in order to ensure success.
Commitment to usage
It is aware that conviction and firmness are required for the system to be used consistently. Our sales consulting shows clearly why mandatory CRM usage is so urgent.
“Together we establish a guiding coalition in your company that ensures transparency and a better ability to steer your sales organization.”
Michael Kempf, Partner at CPC
02 Excellent processes and an actively used CRM
We are your sales consulting experts when it comes to processes and tools in customer management, marketing, and service. With our many years of experience, we support your company in the successful analysis, implementation, and optimization of your sales processes, as well as the implementation and use of your CRM system. Together with you, we create the foundation for an efficiently used CRM that takes your sales processes to the next level.
Our CRM Consulting approach takes into account that a high-performing CRM requires far more than simply introducing a tool and training the sales team in its features:
- The CRM system should effectively support your employees in their daily tasks and offer clear added value.
- Sales processes within the company should be standardized to minimize individual deviations and ensure a consistent way of working.
- All processes should be thought through from the customer's perspective and aligned along the customer journey.
- In our sales consulting, we repeatedly find how important it is that employees clearly understand the CRM goals formulated by management and the benefit of the system.
- Regular and consistent use of the CRM system should be encouraged, supported by management's clear stance on achieving the goals.
You can expect the following results:
Needs-oriented process design
All relevant processes and functions – such as lead, opportunity, or visit management – are identified and aligned with the needs of the sales staff. System support stays as close as possible to the CRM tool standard.
End-to-end, customer-centric CRM solutions
We think about CRM consulting from the customer's perspective and ensure that the CRM tool in use covers all phases of the customer journey. New functions and processes are mapped in the CRM system and create a holistic customer experience.
Transparency and steering capability
We make sure that all required data, dashboards, reports, and lists are made available in your CRM system. This gives you transparency and steering capability at every level of your sales organization.
“Our CRM Consulting creates the foundation for a powerful and efficient CRM that takes your sales processes to the next level.”
Armin Iskander, Iskander Business Partner
03 Change management in sales
Introducing or optimizing the use of a CRM system is not just a technological project – above all, it is a comprehensive change process. It is about sustainably transforming the way teams work. With our change management methods, we ensure that your teams not only understand the new CRM system and the associated sales processes, but apply them with enthusiasm. From the very beginning, we actively involve your employees to build trust, break down resistance, and take individual needs into account. This is how we develop tailored solutions that ease the transition and foster acceptance. In doing so, we rely on transparent communication, targeted training, and motivating incentives. The result: a smooth transition toward more efficient processes, increased productivity, and better results – for everyone involved.
Our sales consulting approach is based on three phases:
Understanding culture
In this phase, we understand your company's DNA, the stakeholders involved, and your customer orientation.
Understanding culture
With a detailed change and legacy analysis, we determine how best to shape the transformation toward a successful CRM structure.
Tailored design
We analyze the impact of the change on customer interactions, data management, decision-making, communication, and responsibilities.
Tailored design
On this basis, we develop a suitable change plan with concrete measures as well as motivation and recognition systems.
Proven change methods
Here we implement the defined measures and monitor their effectiveness.
Proven change methods
Using the ADKAR framework, we guide stakeholders step by step through the change – from building awareness and developing ability to lasting reinforcement.
“With our change methods, we ensure that your teams apply the new CRM system and the sales processes with enthusiasm.”
Diana Herr, Senior Manager at CPC
04 Clear governance
A modern sales dashboard is far more than just a technical tool – it is the key to more effective collaboration and increased revenue. The central head of sales and management pursue a clear vision: a CRM system that is used by everyone, in which data is shared and applied meaningfully for cross-selling and other activities. The goal is to fully realize the potential of the sales organization.
Reality, however, often looks different: sales employees complain about the time required for data maintenance and see no direct benefit. They prefer to work according to their own processes and forgo structured use of the CRM tool. As we have seen, change management helps to overcome this resistance through training, support, and motivation.
But our sales consulting experience shows that change management alone is not enough. It also takes additional social pressure and clear governance. A dashboard becomes the decisive instrument that reveals whether and how employees participate. It makes successes visible and can create positive incentives through healthy competition. Regular meetings with management provide oversight and motivation. Through incentive systems and transparency, successes can be rewarded and employees kept motivated over the long term.
Successful sales governance needs three ingredients:
More transparency
The dashboard visualizes how consistently teams maintain their data – a direct indicator of commitment.
More transparency
In regular meetings, management rewards engaged teams, applies pressure to lagging teams, and offers support through change management where needed.
Greater steering capability
The dashboard makes the results of marketing, sales, and service processes visible.
Greater steering capability
Teams and regions regularly report their status in a standardized format. Management can compare performance and make investments in a targeted, transparent way.
Community of practice
A knowledge network enables the exchange of best practices and supports weaker teams through the help of lighthouse teams.
Community of practice
This strengthens up- and cross-selling and optimizes collaboration during product launches.
“The dashboard reveals whether and how employees participate. It makes successes visible and creates positive incentives through healthy competition.”
Andreas Kuchenbecker, Iskander Business Partner
Your benefits: more transparency, better steering
With our CRM consulting and our sales consulting, you have full control over your processes and results – scalable, steerable, and traceable. Your financial investment finally stands in a positive relationship to your return again. We ensure that all relevant data for steering your sales organization is available. Together, we make your organization stronger in sales, more customer-oriented, and future-proof.
Structured data
Our CRM Consulting experts help you collect and structure customer data systematically.
Structured data
That puts you firmly in the driver's seat when it comes to data analysis and automating your campaigns. Our solutions create a solid data foundation with which you not only use AI tools efficiently, but actively shape the market. This is how you turn challenges into real competitive advantages.
Clear steering
Thanks to full transparency about your customers, you can steer in a targeted way and know where which potential lies dormant.
Clear steering
You no longer rely on individual opinions and decentralized knowledge. We give you the tools to enable central steering, gain an overview, and implement your goals precisely. This is how you recognize opportunities and measurably increase the success of your sales teams.
Secure handovers
When an employee leaves your company, no important information is lost anymore.
Secure handovers
We ensure that sales contacts and data are systematically secured and remain available. Customer relationships are handed over seamlessly, preserving your sales strength. Rely on maximum continuity in your sales processes.
Engaged employees
With our change management methods, we ensure that your teams not only understand the new CRM system and the associated sales processes, but genuinely apply them.
Engaged employees
In doing so, we involve your employees, remove obstacles, and take individual needs into account. This is how the change in sales succeeds and leads to more motivation and better results.
Consistent adoption
With our support, your employees use the CRM tool because they recognize its added value and management consistently demands its use.
Consistent adoption
Clear guidelines create more process commitment and encourage a performance-oriented way of working. This makes successes visible and sparks new enthusiasm – making the use of the CRM system sustainably successful.
Greater customer orientation
Your customers benefit, because your teams look after them more attentively.
Greater customer orientation
We also involve employees who were previously not or only marginally involved in sales, such as service staff or technicians. We integrate your existing systems seamlessly into the process as well. This is how our sales consulting creates a company-wide, sustainable, and measurable sales mentality.
We're grateful for these awards
- CPC is a five-time No. 1 Hidden Champion for change management
- Year after year, brandeins/thema names us Germany's best management consultancy for change management
- We have been a Focus Top Consultant for many years
- Winner of the HR Excellence Award and the European Training Prize together with Deutsche Telekom and Lufthansa Technik
- We are No. 1 Great Place to Work in the 51–100 employees category and a Kununu Top Company.
Let's discuss
your project with us!
The first step is easy — and don't worry: we won't send you dull newsletters or annoying promotional emails. Instead, we focus on what matters: your change goals and how we can move your business forward.
Step 1
Call back or email.
Within 24 hours we get in touch with you, capture your requirements and arrange an appointment with one of our experts.
Step 2
Free initial consultation.
In a video call you explain your project and discuss possible solution scenarios together with our expert.
Step 3
You decide how to proceed.
Proposal, pitch or project kickoff? You set the next steps.
Questions and Answers
CPC is the leading Change Management consultancy in Germany. For over 30 years, we have supported international corporations and large mid-sized companies across more than 2,500 change projects. System implementations have been part of our offering from the very start. Since 2022, we have expanded our portfolio to include sales consulting and CRM Consulting – together with our CRM-specialized partner Iskander Business Partner.
Yes. We have extensive experience in change management, sales consulting, and the implementation of CRM systems. We would be glad to show you relevant references and concrete examples. Get in touch – we look forward to convincing you in person.
Yes, it takes time, money, and your commitment. But our experience shows that hardly any CRM system has so far been implemented consistently along the customer journey – and designed in a way that genuinely eases the workload of sales staff. When you use our CRM Consulting to optimize your sales processes and strengthen transparency and steering capability, it pays off very quickly.
To meet this need, we work with you to develop a structured effectiveness measurement. Our CRM consulting evaluates management commitment, the quality of your sales processes, the engagement of your employees, and governance. This shows you how successful the change is – and what concrete added value it delivers for your business.
Yes – because implementing or optimizing a CRM system is always unique too. That is why we design every CRM project individually, tailored to your corporate culture and specific needs. At the same time, you benefit from our experience across numerous sales consulting projects. Together, we can select the right best practices – and thereby save you time and money.