How our Sales Force Optimisation Program will be run..
We don’t believe and use a “one size fits all” methodology, our consultancy approach is in line with the lean manufacturing philosophy – we go to the base where the value is created and look for the performance barriers and for the best improvement ideas – an approach that systematically seeks to fix the small details, to achieve incremental changes in processes, tools, methodologies, behaviors and routines to improve efficiency and quality.
Our program has three phases (diagnostic, design and implementation) with clear timelines, covering a structural set of areas with a specific toolkit for diagnostics and following a standardized meetings and routines agenda to update on the status and key findings.
Why should you run a sales force optimisation program..
Because the cost of sales inefficiency is too high to ignore.
A sales force optimization program will help your sales organization to do more or better with less effort and your company to increase the profit by getting more sales and reducing operational costs with inefficient sales and marketing processes or non-value adding activities, such as:
- Spending significant resources to generate sales leads for the wrong type of customers;
- Giving too much attention to customers of the wrong type;
- Producing reports that are not read, do not lead to action or do not inform decision making;
- Training sales people on how to negotiate while their empowerment to negotiate is limited;
- Multiple approval sign-off levels with long or no standard time to resolution.
What it’s going to be optimised at the end of the program..
- The sales processes and tools
- The sales methodologies and communication
- The performance management system
- The sales planning and forecasting
What it’s going to increase after the program..
- The time to market and the customer facing time
- The opportunity to sales conversion rates
- The value per sales transaction
- The customer satisfaction
