Sales Force Effectiveness
Declining sales force productivity is a major issue on the minds of sales & marketing executives in a variety of industries. Furthermore, the nature of the selling interaction has evolved significantly over the years.
Re-assess the sales channel
Your sales organization is likely the most expensive tactic in your organization’s marketing plan. Placing greater attention on the quality of the customer-representative relationship rather than reliance on more traditional activity driven metrics can greatly increase the R.O.I. of the sales organization.
Working closely with your organization, Verge Strategy Group designs and develops strategies that will significantly increase sales force effectiveness.
Planes of Effectivness
Verge Strategy has found that addressing the following planes can result in increased sales force effectivness:
• Results Orientation
• Operational Excellence
• Coaching Effectiveness
• People Orientation
• Customer Orientation
Maximizing Sales Force R.O.I.
Multiple levers exist that can be utilized to maximize sales force effectiveness and R.O.I, some of which include:
- Accelerate Sales Management Effectiveness
- Competency Driven Sales Force Development
- Operating Plan Development
- Portfolio Resource Planning
- Sales Force Capacity Management
- Sales Incentive Programs
- Sales Objective Planning
- Etc.
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