Is your sales force 100% optimized?

Getting the most out of your sales force is not easy. According to a study by The Economist Intelligence Unit, 95% of companies admit that their sales Results are unsatisfactory, and in 55% of cases, professionals in the sector admit that they are incapable of systematizing sales opportunities and sales risks.

The organization of the sales force varies substantially from one company to another, but in the end, the final objective of all organizations is the same: sell more and better. Every company opts for different models and specific strategies, but very few are capable of getting the most out of their resources and out of the market they are aiming for.

The "Sales Force Effectiveness Plan"

10 keys to an Efficient Sales System

1. Evaluate the POTENTIAL MARKET and the COMPETITIVE INTENSITY. Identifying the segments, customers, and areas with greatest purchase potential, and being able to create the “Competition Map” with which, based on the Potential / Competitive Intensity equation, we will decide what sales resources to assign.
2. SIZING the Sales Force and the Sales Channels. How many sales resources must be assigned to each channel, area, and segment?
3. Carrying out effective TARGETING. Identify the best areas, customers, and prospects in order to carry out a greater sales effort and minimize low-value areas and customers.
4. PORTFOLIO intelligently. What customers must be managed by each Manager, Area, or Sales Channel in order to make the sales model really effective?
5. Efficient sales PROCESSES and SEGMENTED sales ARGUMENTS that optimize the time and effectiveness of the visit. Can your visits, sales contacts, and sales arguments be improved?
6. Identify ALARMS and SALES RISKS. Due to the day-to-day routine of any salesperson, it is absolutely necessary to identify the Alarms and Risks in their customer portfolio and give them High Value Potential Customers.
7. Establish SALES OBJECTIVES balanced with the Potential and Competitive Intensity of each area or segment.
8. Create an understandable and motivating INCENTIVE PLAN that awards management quality (obtainment, development of customers and abandonment) and obtainment and development of high value customers.
9. SALES COACHING PLAN, personalized by area, type of salesperson, and marketing situation, that gets the best out of each sales resource.
10. Design a SALES INTELLIGENCE PORTAL that allows us to easily monitor the main Sales Metrics and Alarms.

Are your sales model and Sales Strategy Centralized or De-Centralized?

The answer will affect your Sales System Plan. There are numerous ways to plan your sales organization, but usually they are reduced to two main groups:

• The first one would be centralized models, in which there is an intensive use of customer intelligence, but in which strict sales Objectives are set that sometimes leave little freedom to react and take advantage of new sales opportunities.
• The second group is that of de-centralized models, in which the management’s guidelines are merely orientations that give the sales force room for freedom and creativity. In this context, the focus is usually on already known customers, while lesser known customers with great potential (massive market) are not taken full advantage of.

The most appropriate Sales System depends 100% on the centralization of your sales model, the maturity of your sales network, your Objectives and incentives plan, and the quality of your sales network. There are steps that are essential in any Sales System and Efficiency Plan.

We are experts in “Sales Force Effectiveness”

Achieving an effective sales force isn’t simple, but at DAEMON QUEST we know the way to get it.

We work for some of the most efficient and complex sales networks in the world. Our experience with global leaders, multinationals, and up-and-coming national companies will allow you to optimize your efficiency and sales system.

If you want your Sales System to be a success we can help you, contact us...