Insights

ZS Explorer Study: Making the Business Case for High-Impact SFE Initiatives



> Download

In a previous article, we shared results from ZS’s Explorer Study, which quantified the return from investing in sales force effectiveness (SFE) initiatives. Download the executive summary at the right for more information. During our research, we found that sales leaders frequently struggle with making a case for investments in SFE. Oftentimes this challenge is a result of not having good benchmarks to project the impact from a given investment.

This latest article in our series discusses how sales leaders can leverage the Explorer Study’s comprehensive research as a step toward justification for investments in SFE. It also highlights other elements critical for a solid business case, including an explicit link to their companies’ strategies, a detailed plan for implementation and a commitment to measure the actual impact of the initiative, once implemented.

Download “ZS Explorer Study: Making the Business Case for High-Impact Sales Force Effectiveness Initiatives” for insights on making a compelling case to persuade management teams to allocate necessary resources for SFE investments.



About the Experts





Torsten Bernewitz is a Principal based in ZS’s Princeton, N.J., office. Torsten has close to 30 years of experience as a management consultant and in business leadership roles. He leads the Global Change Management Practice and has worked predominantly with Fortune 500 companies—and their affiliates in the United States, Europe, South America and the Far East—helping them transform their selling organizations to achieve faster growth and superior execution. His experience also includes sales and marketing roles with IBM and work for the Commission of the European Union in Brussels.




Rodolfo Luzardo is a Principal based in ZS’s Chicago office. Rodolfo has extensive experience advising companies across industries and geographies. Rodolfo’s expertise is in B2B sales and marketing strategy and effectiveness, with a focus on large-scale commercial transformations relating to go-to-market strategy, sales effectiveness initiatives and integrations, and pricing optimization. Rodolfo’s experience spans a diverse range of commercial topics, including multiple sales models, go-to-market redesign and pricing. He has broad industry exposure spanning specialty chemical, industrial, basic materials, distribution, retail and private equity.




Namita Kalyan is an Associate Principal based in ZS’s Philadelphia office. She is the global lead for the Sales Force Effectiveness Practice and her focus has been in sales force strategy, design, and effectiveness. She has worked with Fortune 100 companies to evaluate and improve sales manager and rep effectiveness, including multi-country sales force training.





Eric Scott is a Manager based in ZS’s Toronto office. Eric focuses on broad sales and marketing issues across Canada and the Americas. Eric is a member of the firm’s Sales Force Effectiveness Practice as well as a leader in Medical Affairs Strategy and Commercial Organizational Design. He has helped many clients with maximizing go-to-market strategies through market insight and sales strategy, forecasting and opportunity assessments, sales operations and incentives, and business technology and business sales automation.