Sales Issues

Meridian supports its clients to resolve a variety of sales issues some of which are listed below

Strategy

• Sales force merger
• Benchmarking internal and external performance
• Identifying priority investment channels, customers & outlets
• Developing a sales plan to support aggressive revenue or market share targets
• Determining the right size and type of resource required
• Sales incentive / commission schemes or pay plan
• Managing the channel, distributors, agents & third parties

Processes & Tools

• Developing Key Accounts & Key Account Management
• Benchmarking internal and external performance
• Best Practice development
• Implementing CRM or contact management software
• Ensuring the strategy is converted into daily sales force actions
• Sales force process redesign
• Customer Acquisition, Penetration & Retention (APR)
• Using Sales Effectiveness to boost profits in Packaging

Capability

• Training needs analysis
• Benchmarking internal and external performance
• Best Practice development
• Helping people through the Change Management process
• Development of the first line manager as coach
• Sales force development & assessment centres
• Development of key role competencies
• Job design
• Reducing sales force churn / attrition
  

Measurement

• ROI of the field sales force
• ROI on customer promotions
• ROI on POP - permanent & temporary
• Tracking compliance to trading terms agreements
• Measuring the ROI of Trade Promotions
• Developing sales activity tracking systems
• Benchmarking internal and external performance
• Sales force effectiveness improvement systems
• Testing alternative routes to market / contact strategy

If you have a Sales Issue that is not listed please click here.