The sales force can be one of the most effective channels to engage your customers, but it can also be one of the most expensive, and any sales force in the world can be improved in many ways.
To realise sales gains, sales and marketing processes need to align with the customer strategy and go-to-market model throughout the sales cycle. Sales enablers, such as the compensation scheme for the team, key performance indicators, systems and tools, and training programmes, must also be established to ensure that the sales team has the best support.
The best sales force effectiveness initiatives rigorously identify, prioritise and then close gaps in the sales force and execution capability. We advise and support management teams on establishing the right infrastructure to root out sales productivity drains, align incentives and ultimately drive sales growth.
Some of the common questions we hear from our business services clients are:
Which steps can our sales force take to ensure that the planned activities address customer needs with high flexibility and short turnaround times?
How can improve sales effectiveness with our key account and field teams?
How can the sales force plan field activities to realise those opportunities?
Our sales organisation is underperforming. How can we quickly identify and implement new initiatives to meet our growth targets?
How can we increase visibility into sales activities, elevate performance and quickly implement incremental revenue initiatives?
We help organisations drive top-line and margin growth through improved strategy and decision-makingon pricing, marketing optimisation, and best practices in sales effectiveness.
We work alongside you to streamline your sales organisational structure, improve the efficiency of sales processes, and design the right goals, metrics and sales incentives to ensure maximum productivity from your sales force.
Benchmarking: measuring and benchmarking the effectiveness of your sales force to identify and prioritise opportunities.
Territory management: create greater opportunity and equalise both workload and earning potential for your sales force through proper sales force and pipeline alignment and territory design, ensuring that reps efficiently cover their most profitable customers.
Prospect targeting: targeting accounts and customers based on overall brand strategy and tactics, segmentation and value.
Activity planning: field force activity plans for each customer, creating ownership by collaboratively incorporating field inputs from sales and product specialists.
Competencies: increasing sales management competencies to get the most out of your sales force.
Staffing: improve hiring and retention and develop and motivate your sales talent to perform at their highest level.
Culture: develop a cohesive culture and manage change to ensure team alignment.
Sales compensation: creating incentives and rewards which are balanced and motivational, ensuring that the sales force understands the initiatives and associated metrics.
If you would like to learn more, please contact our Sales practice team.
We have wide experience advising companies internationally on sales effectiveness, including:
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