Sales Force Effectiveness
How to increase the effectiveness of sales teams
Deloitte developed a global methodology – Sales Force Effectiveness that enables performance management of sales teams, e.g., sales team strategy, talent management, remuneration and support processes. Deloitte offers a unique software tool – Shadow Match.
When to consider Sales Force Effectiveness?
- Stagnating sales results, low margin, market share lose
- Reorganization of the company (e.g., Post-Merger, reorganization)
- Degrading or insufficient ability to compete
- Missing or insufficient client relationship management system
- Insufficient skills of the sales team
- High or growing turnover rate in the sales team
- Preparation for a new competitor into the market
- Stagnating or decreasing motivation of the sales team
- New approaches to client satisfaction – behaviour of customer-interaction needs to change
Benefits of the Sales Force Effectiveness
- Company growth value (e.g., growing sales, higher margins)
- Growing customers’ satisfaction and their loyalty (e.g., repeated/regular sales)
- Growing company’s competitiveness (e.g., lower costs of sales processes, growing market share)
- Better strategic competencies and sales skills of the sales team (sales staff develop their competencies according to the current needs
- Better motivation of the sales team
- More effective recruitment process (e.g., better selection of candidates, building up a reputation of an attractive employer)
Contacts
- Jiří Pavlík
- +420 246 042 818
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