Sales Organization Effectiveness Review
The U.S. division of this global manufacturer hired us to plan and conduct a sales strategy and effectiveness workshop for selected members of their senior management team. We used our S.P.O.T. Opportunity Analyses © to help them assess and better leverage their sales and sales management approach in four key areas: Strategy & Stakeholders; Process & Program Management; Organization Structure & Capabilities; and, Tools & Technology. The workshop resulted in six specific actions for strengthening their sales approach and business outcomes in market segmentation, product and territory sales alignment, sales structure and support, staffing mix and compensation, among others.