Berger & Associates
Assessment Of Sales Resource
Utilization
 Condition
Following is what may
be an all-too-familiar scenario that has been the cause for some recent
concern. As a sales manager, corporate executive or business owner, you are
responsible for your company’s field sales organization, its performance
and profitability. You have recruited and hired the best possible
candidates, provided them with the necessary training programs and placed
them in the geographic markets that are well suited to your specific
product or service offering. Your sales compensation program has been
designed to drive the desired behavior and meet your overall financial
objectives.
Problem
Despite your having
done an effective job of recruiting, hiring, training and deploying your
field sales resources, you continue to experience higher-than-acceptable
cost ratios and, in turn, the profitability of your company is falling. If left unaddressed, these real business issues will only get
worse.
Solution
At Berger &
Associates, we are acutely aware of the cause-effect relationship
associated with ineffective and/or improper deployment of sales resources.
While you may be experiencing modest to acceptable levels of revenue
growth, your sales cost as a percentage of total revenue has accelerated
at a rate that has an adverse effect on profit margins. In one particular
case, we determined that for every incremental dollar of sales revenue
that a given company generated, it incurred an additional dollar of
sales expense. That is a business trend that no company can afford to
ignore.
As your strategic partner, we
will establish a clear understanding of your business strategies and
overall revenue and profit objectives in order to determine the
appropriate actions to take to reverse any negative trends attributed to
your sales organization. We will conduct an in-depth analysis of the
current sales model that focuses on cost of sales, market demographics,
market share, revenue potential, competitive presence and any other
contributory factors. As appropriate, we will develop and implement a
sales resource deployment model that is specifically designed to achieve
the desired revenue and financial results with specific benchmarks in both
areas. Top- and bottom-line performance improvement is possible with this
approach.
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