The following quote from the former editor of the Harvard Business Review speaks to the evolution of the customer buying process, and the failure of the selling process to keep pace with this evolution.

Customers’ buying processes have evolved in our world of ubiquitous, instant, global communication, but companies’ selling processes have for the most part stayed the same.

— Thomas Stewart, Harvard Business Review

Research reported by CSO Insights indicates that sales force effectiveness across a broad range of B2B industry verticals is on the wane:

• Only 50% of actual forecasted deals are being won.
• 30% have been lost to competition.
• 20% have gone to the market leader with a “No Decision.”

From a sales forecasting perspective, the accuracy of opportunities closing is as good as flipping a coin. On top of these sales performance statistics the following sales force management issues are at play for a large number of organizations:

• Sales force turnover is on the increase.
• Ramp-up time for a sales person is getting longer.
• Sales cycles are getting longer.

Our experienced consultants have developed an effective, comprehensive approach to increasing sales force effectiveness and productivity.

Description

A TAC Sales Force Effectiveness Benchmark provides a systematic and rigorous process and methodology that enables clients to better understand their sales force’s strengths and weaknesses. Through the use of a custom designed quantitative survey given to client customers we can evaluate the effectiveness of an enterprises’ sales force overall and versus those of its competitors to maximize sales effectiveness leading to higher return on investment.

The Sales Force Effectiveness Benchmark process and methodology provides a roadmap to help clients develop and execute strategies for effective, sustainable sales force improvement. The process and key deliverables are outlined below:

Methodology

• A research design and questionnaire is customized to the needs of the enterprise.
• Utilizing the client’s customer list, a customer survey is conducted using a combination of direct mail and online data gathering methodologies.
• Data is tabulated and analyzed using both univariate and multivariate techniques.

Typical Metrics

• The strengths and weaknesses of the sales force network versus that of competition
• The sales force characteristics that drive customer acquisition, retention and growth
• Effectiveness of inside versus outside sales reps
• The role of the sales reps in generating positive likelihood of purchase
• Demographic (i.e. size of company, length of time in business, etc.) and regional differences in attitudes toward sales force/distributor network
• Track improvement over time resulting from strategic and/or tactical initiatives
• Share of market estimates (where appropriate)

Deliverables

• Client consultation to uncover critical issue for study and organizational structure
• Development of a customized questionnaire
• Fielding of the research
• Data analysis including both univariate and multivariate techniques
• Preparation of a final report containing data tabulations, key findings and recommendations

Actionable Output

A primary actionable output of the benchmark service is the SalesForce One^SM report that provides insights, information and recommendations that can lead to the following outcomes:

• Address strengths and weaknesses of SFA and/or CRM automation platforms
• Re-alignment or re-structuring of the sales organization for more efficiency and profitability
• Uncover issues related to people and process related to hiring practices, training, coaching and motivation
• Address weaknesses and capitalize on existing strengths versus the competition
• (If applicable, depending on the number of customers per sales rep) Tracking of performance of individual sales reps over time

Target Audience

CEO, Chief Sales Officer, IT executives responsible for SFA and/or CRM systems

Senior management responsible for sales effectiveness with budget accountability for the return on the dollars spent. Our service will identify opportunities to deliver greater value on the current sales force investment, identifying opportunities to improve quality of the sales process from a customer perspective, along with sales force effectiveness and productivity.