Optimize Sales Channel
It is often difficult to find the right mixture of resources vs. costs.
Direct sales team offer more control, but more fixed expenses. MReps offer variable expenses paid on performance but often are more difficult to fully align with your corporate objectives.
Do you have holes in your sales coverage where strategic accounts aren’t getting the proper focus? Or market segments? Or geographic territories?
As part of our assessment audits we will:
- Engagement – meet with your management team to get a very clear understanding of the vision, goals and expectations of your sales and marketing organizations.
- Assessment – (typically 2-3 weeks)
- Interview key stakeholders – sales team members, channel partners, customers (current and potential as possible)
- Review available data – sales reports, product mix, customer concentration, sales funnel metrics, market share
- Review financial data – expenses ratios, profit margins, profitability by account
- Review business processes and tools – business tracking systems in place and effective, ability to assess where sales people are spending their time, strategic account program in place.
- Review sales compensation plan – does it align with business objectives, is it effective in driving results?
- Overall evaluation – Do your customers value the service being provided by your sales organization?
- Recommendations
- We review the information gathered during the assessment process and will generate a recommendation report looking for areas where we can make the largest immediate impact on improving your “Sales Force Effectiveness” as measured by:
- Accelerated revenue growth
- Improved profit margins
- Reduced sales and marketing expenses as a percent of revenue
- We will pay special attention to understanding how to get more effective sales coverage vs. goals and objectives identified during the engagement phase.
- We review the information gathered during the assessment process and will generate a recommendation report looking for areas where we can make the largest immediate impact on improving your “Sales Force Effectiveness” as measured by:
- Implementation – at this stage we work with your management team to determine the implementation plan. When plan is agreed upon, project timeline, action plans etc will be developed and monitored till project is completed.
- Measurement of Results – No project is complete until we can measure the results. Are we seeing the productivity gains we forecasted, if not what corrections are required? We will work with you to make sure the metrics are in place and tracked.