Sales Force Effectiveness
Industry shifts like the movement to cloud computing, omni-channel go-to-market models, uneven global economic growth, and regulatory changes are disrupting sales organizations and forcing our clients to reassess how they can best position their sales organizations to capitalize on change. Deloitte's Sales Force Effective practice helps clients grow revenue profitably by improving how they plan, deploy, reward, and enable sales teams. We help organizations achieve greater performance from their sales organizations through focusing on strategy and revenue creation, deploying technology and process solutions, and utilizing analytics.
Ever changing client needs: your ambition is to adjust your salesforce to the client needs that are most important for them at that moment in time. This means focusing on the right department capabilities in improving your salesforce effectiveness. Key capabilities that are relevant in all industries at the moment are digitalization and agility.
Deloitte has both the strategic and the implementation power. By defining clearly what the overall sales strategy (of the department) is (where to play and how to win), and defining their core capabilities, the future state is clear. After assessing what the current state of the capabilities is (with a tailored Sales Force Maturity Model), it becomes clear what initiatives to undertake in order to grow the sales force effectiveness (think of digitization, use of analytics, changes in the organization design, all sorts of training, process improvement etc.)
With this structured and capabilities focused approach a future-proof sales force will be designed together with you. As it is a co-creation process, it will be a solution supported by the main stakeholders. This also helps in implementing the initiatives for improvement. Implementing the initiatives will ultimately lead to a more effective sales force and to more profitability.