While other sales consultancies offer a wide band of services (training, methodologies, I.T. tools etc.) Delta Institute focuses on one singular specialty:

We deliver results - measurable, superior and sustainable business-to-business sales growth,

By guiding and coaching top management

To manage sales with a system approach

RESULTS: MEASURABLE, SUSTAINABLE AND SUPERIOR SALES GROWTH

Engagements with Delta Institute are projects resulting in more sales. We leave top management capable of leading their sales system to continuously outperform competition. We focus on three sales business systems:

key account sales - because this is the sales system that is most challenged by the paradigm shift in customer's business processes,
product sales - because superior product sales system leadership is the successful answer to product copying by developing economies, and
enterprise sales - because enterprise wide sales (multi channels, multi product, multi segments) is one of the most complex business systems known.

In our focus on results we differ from many sales consultancies. We even go so far to accept payment on success, if client's management agrees to the necessary framework.

WHAT TOP MANAGEMENT MUST DO

Delta Institute focuses exclusively on what top sales management must do to lead their enterprise to measurable, superior and sustainable sales results in channels, of key products and of the whole sales effort.

In that focus we differ from most classical consulting models which focus on what sales professionals must do - even if the word "management" is used abundantly. (Like in opportunity management, forecast management, account management, territory management, etc.)

MANAGING SALES WITH A SYSTEM APPROACH

The founders of Delta Institute, Bill Woehr and Dieter Legat, were first to point out that a revolution in sales management is required to survive in the new world of virtual business networks, on-demand selling and access driven customer requirements.

This paradigm shift requires to lead sales with a system approach instead a set of methodologies, processes and I.T. tools. (Manufacturing has gone through that paradigm shift some time ago. It is now time for sales to do the same).

Any consulting engagement of Delta Institute is based on managing sales with a system approach as one enterprise system. In that focus we are unique innovators in sales management consulting.