Sales force efficiency

Every sales force needs to exploit its potential as efficiently as possible. Given continually changing internal and external environments, optimization in this area is a challenge we face time and time again. For example, if the sales force is spending more time on administration than on customers, we work on finding ways to increase the time that our sales force spends on customer-oriented activities.

We analyzed how employees’ activities are structured and organized, how this might be changed and whether tasks and responsibilities could be assigned differently, or dropped completely.

We looked at the full potential of the available sales channels and determined that some customer segments might be better served via e-commerce or through distribution partners.

The aim of these and other measures was to free the sales force of certain tasks, enabling them to focus on customer satisfaction and profitable growth.