We have achieved success in improving Sales Force Effectiveness for many clients in a range of industries: from mining consumables and telecommunications to equipment hire, building products, media, and agricultural services. While we like to ensure the Go-to-market strategy and enablers are appropriate, the biggest results and improvements actually come from changing behaviours at the frontline. This is the key to our wiring approach and ensures we deliver rapid bottom line results.
The last element of our approach and is an area that our clients often struggle with but is often where the greatest results are delivered. This is having the right performance improvement management tools in place to execute this strategy, drive performance improvements and drive a culture of accountability. We work with our clients to introduce highly structured, regular reviews that are cascaded throughout a sales force and become the drumbeat by which the organisation works. These are focused on the key value drivers to increase earnings and the input and output Key Performance Indicators (KPIs) around these levers. The reviews are highly coached and ensure a sales team is not only clearly aligned with its priorities and targets but also drives accountability for results by reporting performance against these targets. This ensures that day-in, day-out functioning of the sales force is structured and focused on selling along the key levers to deliver bottom line results.
With our help, front-line sales teams will come to understand how to achieve these targets. We will coach them to build their sales skills, help them to improve their sales call efficiency, and help them to find ways to optimise their travel time. Our hands-on approach is rewarding for those in the front line and makes a real difference from the bottom up.
Thank you for a really professional job. I am delighted at where we are today, which would not have been possible without your assistance.MICHELLE, MANAGING DIRECTOR, CONSUMER CREDIT REPORTING COMPANY
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