This site uses cookies to provide you with a more responsive and personalized service. By using this site you agree to our use of cookies. Please read our cookie notice for more information on the cookies we use and how to delete or block them.

Bookmark Email Print this page

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)


Jiří Pavlík
+420 246 042 818


More on Deloitte
Country Desks:
Experts to provide services in your native language

Email Us   Facebook   Youtube   LinkedIn Corporate   LinkedIn Alumni