By Andris A. Zoltners
This booklet focuses upon the function of the revenues strength in modern day altering global and the way to layout a revenues strength for strategic virtue. It comprises sections on the best way to verify the present revenues strength layout and the way to enforce swap and covers patron segmentation, marketplace procedure, structuring and sizing, alignment, metrics and handling swap.
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Extra resources for Sales Force Design For Strategic Advantage
Example text
A pre-deregulation sales force that was activity-oriented, risk-averse, reactive, and analytical had to transform into a post-deregulation sales force that was flexible, risk-taking, proactive, and sales-oriented. In addition, more salespeople were needed to establish important customer relationships quickly, before competitors became entrenched. The Atlanta office of Shell Energy faced these challenges in 1998, when the state of Georgia deregulated its natural gas industry. Shell, which had been providing natural gas to Georgia since 1950, was one of 18 natural gas companies contending for commercial customers.
With 98 percent of Avon revenues coming from its direct salespeople, the company needed to devise a plan that exploited the web, but at the same time did not alienate the sales force. Designing and Redesigning the Sales Force In 2000, Avon launched a new e-sales program designed to supplement, but not cannibalize, the efforts of its salespeople. com site. Salespeople provide their customers with access to their Avon web site. Customers can save time by ordering Avon products through their sales representative online.
0 10. 8% 11. 0 12. 6 13. 0 14. 8% 15. 0 26 Sales Force Design for Strategic Advantage billing and collection, and completing paperwork. As a result, salespeople were freed up to spend more time selling. Since the sales assistants were paid less than the salespeople, efficiency improved dramatically. The sales assistant position also created a new career path, as the best sales assistants could be promoted to a sales job. Sales assistants enhance productivity at International Paper A number of salespeople in the xpedx distribution division of International Paper use sales assistants.
