Sales Team Optimisation

We use our specifically designed modellers, designers and mappers to guide you through the sales team optimisation process

Go to market modeller

» chains & channels

Facilitates review, challenge, renew regarding the value chains and distribution channels environment and the current Go-to-Market strategy in which the Sales organisation operates

  • Produces clearly documented value chains, distribution channels detail and definitions in terms of “what do we sell; via whom; to whom; by whom”

» markets & competitors

  • Facilitates review, challenge, renew of markets in which the Sales organisation competes, and qualifies and quantifies the competitive landscape accordingly
  • Produces clear definition and competitive specification of markets, in terms of who is the final owner, consumer, user of the end-form fully value added product

 

Sales team alignment modeller

» market segments alignment

  • Facilitates review, challenge, renew regarding current Sales team deployment vs segments and markets of customers/prospects as they relate to the value chain and environment
  • Produces clearly documented customer/prospect segments and size details vs sales team (role types) alignment

» position-in-market shape-of-curve

  • Facilitates the assessment of the competitive dynamics of the markets in which the sales team(s) are currently and then proposed to be aligned
  • Produces a curve that shows the relationship between competitors and respective market shares as a consolidated market that relates to each aligned Sales team

» sales team strategy

  • Facilitates review, challenge, renew regarding the sales direction for each segment – balance of farming vs hunting effort and trading terms approach
  • Produces revised Go-to-Market strategy as it relates to optimal utilisation of the Sales team(s) and how they will exert buyer behaviour influence along relevant segments of the chains/channels/markets

 

Cost of Visit modeller

  • Quantifies which customers “pay for” face to face account management; and which customers don’t achieve “break even”
  • Produces the cost of visit in terms of the cost of sales and cost of service contributions

 

Current and Potential Value modeller

» CV shape-of-curve

  • Quantifies the degree of polarisation and vulnerability of the current business, as it relates to the existing customer base
  • Produces a curve that shows the relationship between customers and sales contribution, and quantifies the unique Pareto ratio, mid-slope and tail-end populations

» PV shape-of-curve

  • Quantifies the degree of polarisation and spread and attractiveness of potential business, as it relates to the existing customer base
  • Produces a curve that shows the relationship between customers and potential sales value, and quantifies the unique Pareto ratio mid-slope and tail-end populations

» share-of-wallet shape-of-curve

  • Facilitates meaningful debate on current vs target Share-of-Wallet as it relates to consolidated current and potential value of the customer base
  • Produces a curve that shows SoW differences in the top group of customers compared to the mid group and the tail end group

 

Customer and Prospect Classification modeller

  • Models the outputs of previous modellers with specific data inputs with management judgements to set boundaries for customer and prospect classification in relation to potential value plotted on a scatter chart
  • Produces a scientific and objective division of which customers deserve active account management; which ones warrant a lower cost form of sales and service maintenance and a listing of classified customers and prospects for sales team visit targeting and optimum productivity

 

Visit type Designer

  • Facilitates development of tailored visit types that add bilateral value and underpin partnership programs with top class customers; quantifies modelable typical visit
  • Produces the fundamentals and definitions of visit activity effectiveness via a focus on ways to add value beyond simple sales and service relationship – the suite of programmable valid business reasons

 

Account & Partnership Plan Designer

  • Facilitates development of tailored Account Plans to develop top class customer growth strategies and Partnership Plans to develop mutual growth programs for farming top class customers
  • Produces the templates for Sales Exec Account planning, and collaborative Partnership planning with top class customers

 

Pipeline Designer 

  • Facilitates development of tailored pipeline tools and processes for optimum measurement and performance management in regards to hunting prospects and/or opportunity management
  • Produces pipeline and hunting:trapping process and measurement

 

Sales team structure & scope Designer

  • Facilitates debate on the range of design elements for the critical B2B sales organisation that need to be considered
  • Produces documented definitions and details across the role types, bandwidth, structure and deployment elements

 

Territory Mapper 

  • Facilitates mapping to adjust and optimise Territory : Sales Exec deployment for workload balancing
  • Produces a map of the region in question with evenly workload-balanced territory boundaries and individually tailored territory : Sales Exec activity and targeting productivity benchmarks

 

Territory journey Mapper 

  • Facilitates mapping to adjust intra territory routing to optimise Sales Exec territory planning and to optimise driving efficiencies and customer coverage
  • Produces a map of each territory coded into sub-regions and itinerary routes

 

Productivity planning Modeller

  • Models outputs of previous modellers to facilitate review,challenge,renew of sales team headcount; visit activity rates; balance of customer coverage and targeting; breadth and depth of prospect penetration – the 6 key drivers of Sales team productivity
  • Produces new plan and benchmarks for sales team productivity and RoI in terms of sales team headcount; visit activity rates; balance of customer coverage and targeting; breadth and depth of prospect penetration, with linkages to revenue targets

 

Scoreboard design

  • Facilitates development of suite of standard indicators for all members of sales team to focus activity and performance to align with the new sales system – for each Sales exec, scoreboard style
  • Produces an IT specification for standard suite of indicators – activity inputs; process outputs; financial outcomes – for each Sales exec, scoreboard style

 

League table design

  • Facilitates development of suite of standard indicators for all members of sales team to focus activity and performance to align with the new sales system – for all Sales execs, ranked top to bottom for each indicator – league table style
  • Produces an IT specification for standard suite of indicators – activity inputs; process outputs; financial outcomes – for each indicator, all Sales execs, league table style