Sales Force Effectiveness Analysis for Organic Food Retailer

August 29, 2016
Business Challenge
A leading organic food retailer wanted to improve the effectiveness of its sales force in order to generate higher revenue at lower costs.
The client wanted to streamline the sales-force structure for improved customer targeting, better territory strategy and easy flow of insights gained from customers to the field representatives.
We developed a sales force effectiveness matrix to identify the most profitable sales channels, most and least effective representatives, quantify the financial impact of the sales program.
The client was able to develop effective sales strategy facilitating efficient allocation of scarce resources, through identification of those initiatives which have the highest value and impact. Our matrix also provided real-time information about sales trends and projections which was relayed directly to the sales reps.

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