Sales Force Effectiveness (SFE)
SFE is all about driving organizational revenue by leveraging customer acquisition strategies, improving its marketing strategies and enhancing their cross-selling & up-selling skills. Thereby enabling the sales force to prioritize their efforts and direct it towards their highly profitable customers and guide to improve the productivity.
An effective sales force can help develop and drive a robust go-to-market strategy, which can create a positive impact on the organization’s bottom line.
We help to align Sales Process, People and tech-based sales Enablers and work towards increase the sales effectiveness and finally attainment of Goals by:
- Developing the potential of the sales representatives
- Assigning responsibility and accountability
- Providing sales and market intelligence
- Creating and identifying team structure
- Devising an effective marketing and sales strategy
- Tech based sales enablers
- Data Analytics
1. Process Efficiency & Effectiveness
Ensure Optimized Rx Generation by increasing Rx depth and productivity and sustainable business growth with process Excellence. We Focus on:
- Enable field force with Best Suitable Reporting system
- Guide, Monitor, Control & Motivate the Field force with data driven strategies & Process improvements.
- Sales force productivity enhancement through structural realignment & Incentive redesign.
2. Incentive Compensation, Reward & Recognition
- Assessment & Planning
- Modelling & Communication
- Calculation & Disbursement
- Analysis
- Reporting
3. Drive Field Force Productivity
- Reporting on the Go ( App. Based reporting)
- Leverage technology to drive the right in clinic discussions & quality
- Ensure 100% strategy implementation & drive desired behavior changes.
- Build sales force effectiveness in terms of frequency and productivity enhancement
- Enable managers to drive qualitative and quantitative objectives during review meetings.
- Empower marketing to monitor impact of their Strategy & Tactics.
- Monitor sales force compensation & incentive structure and career progression in line with priorities.
4. Sales Territory Planning & Designing
Sales Territory planning is the process of groping prospect customers together, it is very important as it affect sales expenses, coverage & travel time. We can custom our boundaries and geography as per the business need and create and design the sales regions, service area or Territory.
- Collecting and analyzing market data.
- Design the geography
- Validate the coverage, travel time, no. of customers.
- Finalize the design
5. Field Force Sizing & Structure
Types of FF Sizing:
- Geographic Structure
- Functional Structure
- Product sales force Structure
- Market Based Structure