• Sales Compensation
    - Assessment
    - Benchmarking
    - Design
    - Communications
    - Implementation
    - Systems specification
    - Vendor selection
    - Audit
  • Quota Setting
    -     Assessment
    - Design
    - Systems specification
    - Communications
    - Implementation
  • Sales Force Sizing
    -     Sales role design
    - Competencies identification
    - Coverage modeling
    - Resource selection/deselection
    - Organization design/span of control
    - Change management 
  • Customer Relationship Management
    -     Purchase driver analysis
    - Customer profiling
    - Account segmentation
    - Sales force scripting
    - Systems specification
  • Sales Process Improvement
    -     Assessment
    - Process mapping/costing
    - Reengineering
    - Organization design
    - Change management
    - Audit
  • Territory Sizing
    -     Account segmentation
    - Coverage modeling
    - Channel selection
    - Transition planning
    - Implementation

 

 

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