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.
Situation
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.
Approach
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.
Impact
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.
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.
