Practices

To meet the demands of a dynamic market, companies often need to restructure their sales organization and evaluate their rewards strategy to gain competitive advantage and optimize individual performance. By utilizing best practices, companies can unlock additional efficiency gains and better align their selling efforts with firm strategy.

Sibson Consulting's Sales Force Effectiveness Practice helps companies clarify organization and resource requirements, prioritize goals, responsibilities and selling time, and motivate the right performance for the right rewards. We analyze the organization's strategic and financial objectives, competitive pay levels or pay practices for comparable and competing firms, pay mix, entrepreneurial or motivational components of the plan, performance measures, and contest or recognition programs.

Our Sales and Marketing offerings encompass both strategic and tactical methods of success:

• Sales Organization and Program Audits
• Sales Incentive and Quota Design
• Customer Segmentation / Account Targeting
• Channel Selection and Management
• Sales Process and Job Design
• Sales Support Infrastructure
• Growth Management

Sibson Consulting develops solutions that are data and systems intensive, providing measurable impact. We collaborate with our clients to address their concerns about productivity, growth and cost control, talent retention, program effectiveness, return on marketing and/or sales expense, link between sales and marketing execution, market trends, and turnover.

When we work with a sales organization, we focus primarily on:

• Sales performance improvement
• Deployment of sales resources and sales performance metrics
• Pay for performance correlations

When we work with a marketing organization, our approach adjusts to include:

• Costs of sales and marketing programs
• Customer segmentation and account management
• Strategic linkage between sales and marketing

Sibson Consulting specializes in the development and implementation of customized solutions that maximize our clients' return on their human capital investments. Let us help you achieve your sales and marketing goals.

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