Sales Force Optimization

Can you afford NOT to be Optimized?

In many organizations the sales force is the company’s most expensive promotional resource, and too often companies fail to maximize return on that investment.

Numerical measurements will always dominate any measure of sales force effectiveness, but you must look beyond that to drive superior performance. The qualitative aspects of sales force optimization can be equally important as the quantitative factors.

We have found you need a combination of both factors to get maximum sales force effectiveness, whether you're dealing with a large or a small group.

We have experience in all factors of sales force management including:

  • Sales force design (targeting, size, structure, alignment)
  • Support (marketing, communications, sales tools including automation)
  • Motivation (incentives, recognition, development, input)
  • Ability (recruiting, development, evaluation)

We take a holistic approach to sales force optimization—and realize superior sales results. From sales force training to strategy and metrics, we can help.

The following outlines a comprehensive Sales Force Optimization engagement:

Sales Strategy

  • Determine the deployment of resources:
    • Size
    • Structure
    • Territory alignment
  • Develop selling models - direct or channel-based
  • Develop forecasts
  • Design sales force territory and account plans

    • Sales Analytics

  • Use advanced methods for:
    • Segmentation
    • Targeting
    • Call planning
  • Develop or improve incentive compensation strategies:
    • Analysis
    • Design
    • Goal setting
  • Design and implement pilot programs, and analyze effectiveness

Sales Force Effectiveness

  • Conduct productivity and performance analyses to identify areas of strength, as well as opportunities for improvement
    • Macro-level: Overall or at the regional level
    • Micro-level: District, territory, or rep level
  • Develop market penetration strategies
  • Identify and apply industry best practices

    • Sales Training

    • Conduct assessments to understand the organization’s training needs
    • Develop training strategies
    • Design and develop training infrastructure
      • Curricula
      • Process
      • Organization
    • Design and implement business training solutions

    Sales Force Assessment

    • Use interactive assessment and training solutions to maintain a highly skilled sales force
      • Ongoing assessment and training
      • Integrated training solutions
      • Event-driven (e.g., new product launches, new competitors) assessments and training
    • Develop improved programs to evaluate and train new sales representatives