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Case Study 5: Targeting Sales Effectiveness.

Increasing field sales costs and low staff retention initiated a client request to evaluate and advise on alternative sales channels. Customers were the starting point. All rated the client’s product highly and praised the efforts of the field sales staff without whom they would not buy from the client. Our solution was to include the customer survey with a model of the costs and performance expected of an effective sales team compared to other sales methods. Our subsequent sales effectiveness programme dealt with process issues, practical targeting, formal cross-functional sales meetings, cost-effective territories and training resulting a 50% increase in sales effectiveness within six months.

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