Sales force effectiveness

Customer segmentation

Allocating the right level of sales resource to customers is the first building block of a successful sales management function. The foundation for this is customer segmentation, oriented towards customer value and potential; a process intended to avoid missing growth opportunities as a result of misdirected capacity.

Customer care concept

Customer care concepts are used to plan and fix the ways and frequency a client should be contacted by key account management, regional sales representatives and call centres. In many companies customer care concepts are often not aligned to sales cycles or are even non-existing.

Sales management / tactics

The third building block for an optimising sales impact is efficient sales management (team). Excessive sales priorities, lack of focus and too much individual freedom are often symptoms of unexploited sales potential. Professional sales management systematically transposes strategic business objectives into sales actions, based on clearly defined sales cycles.