Salesforce Effectiveness

Sales force effectiveness

Sales representatives are usually a valuable but expensive resource!  Any of the following can undermine their effectiveness and efficiency:

  • not clear on their goals
  • unsure of their level of delegated authority regarding terms and pricing
  • experience and skills not matched to customer sophistication and value
  • selling time misaligned with customer potential
  • lacking fresh information about which of the promotion and support activities they have control over actually produce results
  • not enough time on focused on lead generation, productive selling and relationship building with higher worth customers
  • too much time spent driving, chasing low level admin issues and building promotional displays for understaffed supermarkets…

And, sometimes, the business would be more effective and efficient if the sales force were largely replaced by head office relationships and specialist service providers.