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Sales Force Effectiveness
Opportunity exists to provide business owners and executive management with actionable
customer and channel insight on an individual company and sector specific basis to be able to
measure and track sales force effectiveness over time, and importantly identify specific areas
(hiring process, sales/customer buying process, training, channel management, and sales force
organization) to improve sales force effectiveness.
The following quote from the former editor of the Harvard Business Review speaks to the evolution of the customer buying process and the failure of the selling process to keep pace with this evolution.
Customers' buying processes have evolved in our world of ubiquitous, instant, global communication, but companies' selling processes have for the most part stayed the same.
- Thomas Stewart, Harvard Business Review
Research reported by CSO Insights indicates that sales force effectiveness across a broad range of B2B industry verticals is on the wane:
The following quote from the former editor of the Harvard Business Review speaks to the evolution of the customer buying process and the failure of the selling process to keep pace with this evolution.
Customers' buying processes have evolved in our world of ubiquitous, instant, global communication, but companies' selling processes have for the most part stayed the same.
- Thomas Stewart, Harvard Business Review
Research reported by CSO Insights indicates that sales force effectiveness across a broad range of B2B industry verticals is on the wane:
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Performance Management & Measurement Services
Benchmarking Services
ERP Optimization Services
ITIL Services
Risk Management
Skills and Compentency Management
Planning and Strategy Services
Business Planning and Analysis
Business Process Management
Contract and License Management Review and Analysis
Enterprise Network Infrastructure Strategy and Planning
Enterprise Resource Planning (ERP) Strategy Services
IT Strategy and Plan Review
Storage Strategy and Plan Review
Security and Regulatory Compliance Strategy and Planning
Vendor and Technology Analysis
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Actionable Output:
A primary actionable output of the benchmark service is the Sales Force Onesm report that provides insights, information and recommendations that can lead to the following outcomes:
A primary actionable output of the benchmark service is the Sales Force Onesm report that provides insights, information and recommendations that can lead to the following outcomes:
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Benchmark Service Offerings:
IT Benchmark Service Solution
IT Benchmark Lite Service Solution
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Hardware Failure Analysis
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Sales Force Effectiveness
IT Benchmark Lite Service Solution
IT Benchmark Ultra-Lite Service Solution
Hardware Failure Analysis
Internet Marketing Competitive Analysis
Sales Force Effectiveness
Our experienced consultants have developed an effective, comprehensive approach to increasing
sales force effectiveness and productivity.
Description:
The ITPMG Sales Force Effectiveness Benchmark service provides a systematic and rigorous process and methodology that enables clients to better understand their sales force's strengths and weaknesses. Through the use of a custom designed quantitative survey given to client customers we can evaluate the effectiveness of an enterprises' sales force overall and versus those of its competitors to maximize sales effectiveness leading to higher return on investment.
The Sales Force Effectiveness Benchmark process and methodology provides a roadmap to help clients develop and execute strategies for effective, sustainable sales force improvement. The process and key deliverables are outlined below:
Description:
The ITPMG Sales Force Effectiveness Benchmark service provides a systematic and rigorous process and methodology that enables clients to better understand their sales force's strengths and weaknesses. Through the use of a custom designed quantitative survey given to client customers we can evaluate the effectiveness of an enterprises' sales force overall and versus those of its competitors to maximize sales effectiveness leading to higher return on investment.
The Sales Force Effectiveness Benchmark process and methodology provides a roadmap to help clients develop and execute strategies for effective, sustainable sales force improvement. The process and key deliverables are outlined below:
• Only 50% of actual forecasted deals are being won
• 30% have been lost to competition
• 20% have gone to the market leader with a "No Decision"
• 30% have been lost to competition
• 20% have gone to the market leader with a "No Decision"
From a sales forecasting perspective, the accuracy of opportunities closing is as good as flipping
a coin. On top of these sales performance statistics the following sales force management issues
are at play for a large number of organizations:
• Sales force turnover is on the increase
• Ramp-up time for a sales person is getting longer
• Sales cycles are getting longer
• Ramp-up time for a sales person is getting longer
• Sales cycles are getting longer
Methodology:
• A research design and questionnaire is customized to the needs of the enterprise.
• Utilizing the client's customer list, a customer survey is conducted using a combination of
•.direct mail and online data gathering methodologies.
• Data is tabulated and analyzed using both univariate and multivariate techniques.
• Utilizing the client's customer list, a customer survey is conducted using a combination of
•.direct mail and online data gathering methodologies.
• Data is tabulated and analyzed using both univariate and multivariate techniques.
Key Deliverables:
• Client consultation to uncover critical issue for study and organizational structure
• Development of a customized questionnaire
• Fielding of the research
• Data analysis including both univariate and multivariate techniques
• Preparation of a final report containing data tabulations, key findings and recommendations
• Development of a customized questionnaire
• Fielding of the research
• Data analysis including both univariate and multivariate techniques
• Preparation of a final report containing data tabulations, key findings and recommendations
• The strengths and weaknesses of the sales force network versus that of competition
• The sales force characteristics that drive customer acquisition, retention & growth
• Effectiveness of inside versus outside sales reps
• The role of the sales reps in generating positive likelihood of purchase
• Demographic (i.e. size of company, length of time in business, etc.) and regional differences
..in attitudes toward sales force/distributor network
• Track improvement over time resulting from strategic and/or tactical initiatives
• Share of market estimates (where appropriate)
• The sales force characteristics that drive customer acquisition, retention & growth
• Effectiveness of inside versus outside sales reps
• The role of the sales reps in generating positive likelihood of purchase
• Demographic (i.e. size of company, length of time in business, etc.) and regional differences
..in attitudes toward sales force/distributor network
• Track improvement over time resulting from strategic and/or tactical initiatives
• Share of market estimates (where appropriate)
Typical Metrics:
Target Audience:
CEO, CSO
Senior management responsible for sales effectiveness with budget accountability for the return on the dollars spent. Our process will identify opportunities to deliver greater value on the current sales force investment identifying opportunities to improve quality of the sales process from a customer perspective along with sales force effectiveness and productivity.
SalesForce One ®, is a trademark of Opus#1, LLC.
CEO, CSO
Senior management responsible for sales effectiveness with budget accountability for the return on the dollars spent. Our process will identify opportunities to deliver greater value on the current sales force investment identifying opportunities to improve quality of the sales process from a customer perspective along with sales force effectiveness and productivity.
SalesForce One ®, is a trademark of Opus#1, LLC.
• Re-alignment or re-structuring of the sales organization for more efficiency and profitability
• Uncover issues related to people and process related to hiring practices, training, coaching
•.and motivation
• Address weaknesses and capitalize on existing strengths versus the competition
• Identify acquisition possibilities
• (If applicable, depending on the number of customers per sales rep) Tracking of performance
•.of individual sales reps over time
• Uncover issues related to people and process related to hiring practices, training, coaching
•.and motivation
• Address weaknesses and capitalize on existing strengths versus the competition
• Identify acquisition possibilities
• (If applicable, depending on the number of customers per sales rep) Tracking of performance
•.of individual sales reps over time