Sales Force Effectiveness

Maximize the Return on Your Sales Force

The sales force can be one of the most effective channels to engage your customers. It is also one of the most expensive, frequently costing 10% or more of revenue. It is imperative that you are getting the best possible return on this investment. Are you?

Any sales force in the world can be improved in dozens of ways. The best sales force effectiveness initiatives rigorously identify, prioritize and then close gaps in sales strategy and execution capability to capture specific growth opportunities. The goal is not a "bright and shiny sales force," but rather the right investments that result in a substantial increase in business results.

We have found that sales forces can achieve outstanding effectiveness through:

  • A customer-focused strategy based on value creation, differentiation and superior customer experience
  • A disciplined and diligently executed customer engagement and sales process
  • A highly motivated, performance-focused and accountable sales force committed to "getting it done" and "doing it right"
  • Highly efficient support-operations capabilities, providing the sales force with the information, expertise, speed-to-market and efficiency needed to achieve superior performance

We can help you reach these goals to drive stronger top- and bottom-line results.

Boost Sales Performance and Customer Satisfaction Ratings

Over the past 30 years, ZS has conducted thousands of sales force effectiveness engagements with over 700 companies in more than 70 countries and 25 industries. These projects have covered complex and competitive sectors like pharmaceuticals, medical devices, transportation and logistics, high tech, telecommunications, energy and financial services.

We have helped our clients’ salespeople achieve:  longer face time with their customers, more topics discussed during customer visits, significantly improved customer satisfaction ratings—and most important, up to 30% higher sales performance.

ZS Sales Force Effectiveness Services can help you:

  • Measure and benchmark the effectiveness of your selling organization and identify and prioritize opportunities to tune performance
  • Optimize—or if needed, redesign—your sales process for maximum customer value and sales performance
  • Raise sales and sales management competencies and coach your managers to get the most out of your sales force
  • Improve hiring and retention and develop and motivate your sales talent to perform at their highest level

Our approach is comprehensive, rigorous and fact-based—it helps you zoom in quickly on the critical success drivers.

Our recommendations and solutions are practical, based on proven best practices derived from many years of in-depth research with leading sales forces, and well tested in real-life implementation—they work.

SFE Framework Thumbnail

Why Is ZS the Industry Leader in Boosting Sales Force Effectiveness?

We have deep expertise in sales force effectiveness:

  • Because we work on projects involving the whole spectrum of sales and marketing activities, we understand the upstream and downstream implications of our recommendations and make sure they work well in practice
  • Using our proprietary tools for measuring the quality of customer engagement, we can diagnose sales force effectiveness quickly and efficiently
  • Through our quantitative, analytical approach to consulting, we gather the objective evidence sales leaders need to make the right changes in their organizations and “rally their troops”
  • We customize our approach, our solutions and our way of working with you to your company’s unique needs, rather than offer a standardized, one-size-fits-all solution
  • Our clients benefit from our recognized thought leadership that continues to shape sales and marketing around the world through many books, white papers and articles in the professional press

Based on nearly 30 years of firsthand experience with thousands of sales professionals, we understand what differentiates top-performing sales forces. If you would like to learn more about our experience within sales force effectiveness, please contact our practice lead.

SFE Framework Thumbnail

To view more SFE publications, visit our Publications library.