Sales Force Organization

Sibson works with organizations to develop a channel strategy. We assess your current various sales channels and then provide feedback and recommendations based on this assessment. This involves a three-step process:

Step 1: Information Gathering on Roles and Channels. We work with management to determine the most appropriate and accessible historical data to gather, synthesize and analyze.

Step 2: Channel Strategy Assessment and Definition. We assess how well a company identifies and organizes around sales opportunities and customer needs.

Step 3: Channel Strategy and Recommendations. We work with the project team to develop a go-forward channel strategy, including recommendations for specific actions as to the most appropriate and effective channel approach.

Sibson works with your organization to develop an organizational approach to support your sales channel's strategy and goals, including the development of channel and support roles. When these roles are clearly defined, it enables organizations to establish the most cost-effective territory alignment that covers the market, minimizes channel conflict and exploits market opportunity. This involves a five-step process:

Step 1: Establish Sales Strategy Implications for Channel Coverage. Translating sales strategy to channel coverage is vital to building effective channel roles and organizations. We work to identify the optimal structure for covering the market as well as to identify and mitigate potential areas of channel conflict.

Step 2: Team Role Definition. We identify the optimal roles for delivering overall strategy, with each role based on an understanding of its function with respect to channel coverage and organizational hierarchy.

Step 3: Organization Structure. Once roles are clearly articulated, we recommend a channel organizational structure that will promote effective management, accountability and communication.

Step 4: Territory Alignment. We provide recommendations on effective territory alignment, enabling your organization to allocate revenue responsibility optimally and assign staff appropriately across territories.

Step 5: Development of Success Metrics. We develop a "dashboard" of success metrics that includes key financial results metrics as well as strategic metrics and leading indicators.