Increasing Sales Force Efficiency
Background
The Alta Group conducts projects in four lines of business. Its work is focused on client objectives. Alta follows a collaborative approach with its clients and remains engaged with the client through successful implementation of the value delivered.
Client’s Objective
- Improve the efficiency of its sales organization; the client had four distinct sales organizations calling on many of the same customers
- Improve the return on equity in the focus business organization
Project Design
- Alta conducted a strategic audit of all sales organizations
- Alta did a benchmark comparison of each sales organization, focused on the organization, cooperation and cross selling, performance metrics and synergy
- Alta did a second benchmark comparison on the focus business organization, comparing it to other segment participants
- Alta then provided detailed recommendations of actions designed to improve the efficiency of the entire sales organization
Value delivered to client
- Alta made specific and measurable recommendations to improve the efficiency of sales calls
- Alta made specific and measurable recommendations to increase cooperation between the sales organizations
Outcome
- The client made an organizational change recommended by Alta designed to eliminate overlap between the organizations
- The client eliminated a major source of tension between the different sales organizations by combining credit limits for individual customers and by incenting sales people to refer business across the entire organization
