Marketing & Sales

Many sales organizations currently face the following problems:

• Sales costs will continue to increase in the future. Sales performance will have to grow correspondingly.
• The structure of many sales organizations is inflexible and inefficient in light of modern information technology.
• Incentive and commission plans are poorly coordinated with business strategy.

We improve the the sales organization with respect to:

• Internal efficiency, effectiveness of sales and order processes, performance auditing
• Regional structure
• Customer requirements and competitive strength

Sales Organization - Example from the laboratory equipment industry

The company's market share was falling. The sales organization, divided into twelve regions, was inefficient and too inert to implement effectively the strategies conceived by top management. Recommendations

• Closure of the regional offices and centralization of order processing and logistics
• Integration of sales and marketing
• Tightening-up of sales management

  Results

  • Cost savings of $ 5 million
  • Improvement in strategic striking power
  • Better cooperation between sales and marketing
  
  
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