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Sales force sizing and structure - Are You Ready To Be World Class

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SBI | Sales Benchmark Index
SBI | Sales Benchmark Index

Sales Consulting can produce an optimal sales organization structure through sales analysis and the application of best practices. The application of sizing models ensures you can meet your sales goals with the right amount of sales resources. A presentation by Sales Benchmark Index.

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Sales Force Sizing and Structure Are you ready to be world class?
Leading IT advisory consulting firm faces: Shortfalls in customer retention Decrease in new business acquisition New Sales VP appointed with immediate goal of turning around performance CEO and COO provide an 18 month window to see signs of improvement The Situation
What Did Not Work ,[object Object]
Phone time monitoring software installed to assess cold call count/length
Marketing initiative to identify 13 role personas of key customer decision makers,[object Object]
Role analysis determines need for specialists
Sales structure analysis indicates the need for a Global Account Mgmt team
Performance management analysis highlights need to focus on appointments not call volume ,[object Object]
Sales Role Analysis (Example) ,[object Object]
Gaps found and addressed,[object Object]

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Sales force sizing and structure - Are You Ready To Be World Class

  • 1. Sales Force Sizing and Structure Are you ready to be world class?
  • 2. Leading IT advisory consulting firm faces: Shortfalls in customer retention Decrease in new business acquisition New Sales VP appointed with immediate goal of turning around performance CEO and COO provide an 18 month window to see signs of improvement The Situation
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  • 4. Phone time monitoring software installed to assess cold call count/length
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  • 6. Role analysis determines need for specialists
  • 7. Sales structure analysis indicates the need for a Global Account Mgmt team
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  • 12. Introduced Sales Rep Scorecards with expectations for appointment and opportunities per week
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  • 14. Learn More Contact us to hear the rest of the story... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com

Editor's Notes

  1. Contact us if you would like to understand how you can size and structure your sales organization leveraging best practices.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com