Aligning Sales People and Sales Programs to Drive Growth
Our consultants can help you to meet these challenges:
- Determine key issues and corresponding solutions to drive sales performance
- Review your sales model to deliver targeted growth, adequate customer/market/product coverage, and lower selling costs
- Attract and motivate the best talent
- Connect sales representative earnings to company performance such that top performers are the top earners, and bottom performers are not too comfortable
- Create effective, well-understood sales compensation plans
- Build a sales force organization structure that efficiently supports the sales strategy
- Understand ongoing business changes (e.g. M&A, new business models, products and leadership) that lead to ongoing change in the sales structure and programs
- Accelerate the development of sales managers/leaders to meet business needs
Solutions We Deliver
Organization Design
- Sales process alignment to customer needs and market opportunities
- Sales process mapping and redesign
- Job role and organization structure design
- Sales capacity analysis and modeling
Talent Management
- Competency model development
- Talent sourcing and selection strategy
- Career path assessment and design
- Talent development strategy and program design
- Manager effectiveness training
Performance and Rewards
- Sales compensation and recognition program design
- Quota-setting process and tool design
- Performance management assessment and design
- Sales effectiveness measurement
- Hewitt Sales Compensation survey and annual Hot Topics report
Implementation and Communication
Hewitt helps improve organization sales force effectiveness by identifying, prioritizing, pursuing and capturing profitable revenue growth opportunities as dictated by corporate strategy, the competitive environment and customer requirements.
Consulting services may include innovative, fact-based approaches to market segmentation, coverage model development, process re-engineering, organization design, role development, force sizing, talent management, goal-setting, incentive design and other "people processes" that drive productivity.
Hewitt's consultants also add value through facilitative consensus building among the contrasting interests in Finance, HR and Sales functions.
For more information on our complete suite of corporate sales effectiveness services, please contact us.
