Sales Force Effectiveness
Sales force effectiveness is consistently a critical factor in any successful channel strategy. Unfortunately, management teams of numerous suppliers too often lack the fundamentals that lead to a high performing sales force. Studies show that:
|> ||44 percent of managers say that their sales force spends less than 30 percent of their time on selling new products.|
|> ||The average sales force size deviates by 15 percent from the optimal size needed to maximize profits.|
|> ||On average, 56 percent of a company's sales territories are too large or too small to significantly impact top-line growth. |
These management inefficiencies severely impact a company's growth and revenue potential.
Frank Lynn & Associate's Sales Force Effectiveness (SFE) Practice is dedicated to helping clients maximize their sales operation to improve their overall channel program effectiveness. We believe a holistic approach to managing your sales force is the only way to achieve significant benefits from your sales structure. The SFE pyramid provides a structure from which to assess and align your sales force to ensure optimal effectiveness.
Sales Strategy: An effective sales strategy is aligned with customers needs and buying behaviors.
Are your customers' needs and buying processes understood?
Is each customer segment identifiable, distinct and reachable?
Have you clearly articulated your value proposition?
Does your sales force deliver a clear and compelling message?
Organizational Structure and Alignment: A successful sales organization is structured to maximize customer interaction.
Is your structure organized to reach each buyer segment?
Are sizing decisions based on opportunity or financial constraints?
How well does your sales force cover the market?
Sales Process: An effective sales process should help to motivate and support a successful sales force. Do performance measures drive desired behaviors?
Do you have a formal lead generation and qualification program?
Is compensation tied to sales and customer satisfaction?
Technology Infrastructure: An appropriate technology infrastructure can dramatically improve sales results by streamlining activities and providing key information.
Do representatives have access to current account information?
Can marketing track leads and calculate campaign ROI?
Does your team have full visibility to customer service issues?
Can you accurately determine segment or customer profitability?
In the context of a dynamic business environment, we can help you answer these questions and align your organization with your overall business strategy. We can also make sure that you set performance measures to deliver on those strategies.
To learn more about Frank Lynn & Associate's SFE Practice please feel free to contact us.