What does this involve?
Sales organisational review is designed to identify, report on and provide plans of improvement in the strategic alignment, effectiveness and efficiency of a sales organisation, division or team. The programme can be tailor made to suit your operational and budgetary requirements. However, a typical example of the specific areas covered is as follows;
Set up and preparation
- Review of the relevance and alignment / interlock of job descriptions, role competency frameworks and objectives
- Understanding of the refresh process to accommodate changes to organisational strategy and market dynamics
- Review of the alignment of structure to strategy
- Measurement of key sales operation metrics, including overall design, headcount productivity and spans and layers of control.
Focus on opportunity
- Audit of the customer segmentation process
- Review of the effectiveness of the account planning methodology
- Measurement of the direct/indirect sales customer interaction
- Investigation of the sales pipeline management, methodology and process
- Forecast accuracy audit, process and governance review.
- Cross-functional forecast alignment and interlock review
Execution and delivery
- Determination of alignment between activity and objectives.
- Review of customer communication process (written and oral)
- Review of the relevance of marketing and sales collateral used by the front line sales force.
- A fit for purpose audit of result reporting, balanced scorecards and management information dashboards.
Reward and review
- Remuneration, commission and associated benefits analysis, including alignment to objectives and interlock between cross functional groups.
- Review of performance management process including staged reviews
- Management of gap analysis items in performance, objectives and target achievements
- Skills gap analysis process to investment in training and coaching programmes.
Alignment and Interlock
- Identification of gaps, duplications and opportunities for increased effectiveness and efficiency.
- Analysis of gaps in alignment to objectives and interlock with cross-functional departments
Who is the sales organisation review programme for?
Organisations that
- Have a requirement to establish the effectiveness and efficiency of their sales operations
- Have a desire to measure the alignment and cross-functional interlock of a sales team directly or indirectly under their leadership
- Want to improve their operational grip on their business
- Aspire to implement plans for long term sustainable business improvement and return on investment.
What next?
If you would like to speak to us directly about how a sales organisational review could improve your business, please drop us a line and talk to us about how we might be able to help you.