Business Benefits
Mounting complexity in the market, increasing pressure on the productivity of sales forces and the growing importance of specialist products are driving the need for companies to implement new and innovative sales models to optimise resource allocation and gain a competitive edge. And as the market changes and companies react, Resource Optimisation is a key method through which to improve long-term profitability of the sales force. This 2-hour workshop looks at the practicalities of making decisions around the structure of sales teams – highlighting the inefficiencies likely to currently exist - that could be dramatically impacted by continued governmental reforms and changes in the customer climate.
Workshop Description
Working in teams, participants make decisions regarding the size, structure and product allocation for a fictitious company and product portfolio. The hands-on approach allows participants to experience the key principles of resource allocation, including:
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The use of concentration curves to address the right part of the market
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The use of response curves to understand the importance of optimum call frequencies
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The importance of trade-offs required between various sales force sizes and structure scenarios.
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The goal of the workshop is to optimise the long-term profitability of the company while achieving the highest possible revenue.
Participants will also learn the latest approach to optimising resources and achieving the best possible sales force size and structure.
Who should attend?
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Senior managers
