term, businesses …have to focus on revenue growth…and
more companies are turning towards doing that.”
The Financial Times 23rd February 2004.
Excellence of sales force execution
is a critical capability of any organisation. An effective sales
force is an imperative for growing profitable revenue and gaining
- How well positioned is your
sales function to grow your revenue?
- How can you ensure that you
get good value from your sales force?
- How can you maximise your return
from the investment you make in your sales force?
- How can you ensure the sales
force delivers what it has promised?
- Questions like these are being
asked by many of the World’s top companies.
We help answer them by initially
conducting a Sales Effectiveness Audit. This
is designed to uncover incremental revenue opportunities by developing
the sales force’s capability to execute the agreed strategy
excellently (in line with plan).
The Sales Effectiveness
Audit is fast and practical. Grasping the opportunities
it throws up has significantly increased our clients’ revenues.
How we do it: Where are
Why audit your sales force?
- Enables you to identify incremental
- Allows you to assess your capability
against trends / competitors / future plans / product launches
- Gives insight into your ability
to execute excellently
- Other functions have to be
audited (finance, production) why not include customer management
even though it is more difficult?
Option 1: Audit the entire
Option 2: Audit the Sales
Option 3: Audit
a Single channel/Route to Market
To benchmark your own sales operation
against some of the world’s leading sales organisations