Sales Force Effectiveness
In today's competitive market, companies often need to restructure their sales organization and evaluate their sales rewards strategy to gain competitive advantage and optimize individual performance.
Sibson Consulting can help you clarify organization and resource requirements, prioritize goals, responsibilities and selling time, and develop the right rewards for the right performance.
Our abilities begin with overall sales strategy, then look at how a company organizes and directs its sales force to execute that strategy. We help with various tactical methods of reinforcement to drive that strategy, and can ensure a sales force is in a position to succeed through post-sales support capabilities.
Our sales force effectiveness services fall into the following categories:
- Sales Strategy Execution
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- Performance Management
- Metrics
- Sales Compensation
- Quota Setting
- Sales Strategy Support
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- Sales Operations and Technology
- Selling Messages and Tools
- Recruiting and Career Paths
- Capability and Development
- Sales Strategy Development
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- Marketing Strategy Alignment
- Product/Service Offering
- Segmentation and Targeting
- Sales Strategy
- Sales Force Organization
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- Channel Coverage
- Marketing, Sales, Service Roles
- Organization Structure
- Resource Deployment
Related Articles
- The Sales Compensation Evolution: What Has Changed in the Past 10 Years?
By Joseph DiMisa, March 2012, Sales Compensation Focus - 'What Should Our CCOS Be?' Using Metrics to Make Smart Compensation Decisions
By Sheila McCarthy, January 2012, Sales Compensation Focus - Are You Ready for Selling in the “Cloud”? Part II: Structuring Sales Force Compensation
Joseph DiMisa, December 2011, Perspectives - How Much Does That Sale Cost (and Who Is Getting Paid for It)?
2 Key Analytics for Companies in the Winter of Their Lives
By Dennis Spahr, November 2011 Sales Compensation Focus - Are You Ready for Selling in the "Cloud"? Part I: Restructuring Your Sales Force
By Joseph DiMisa, October 2011 Perspectives - Telecommunications Snapshot
We have just completed our 7th Annual Telecommunications Snapshot 2009-2010. We would be happy to share the results with you, as well as answer any questions you may have. If you would like to receive a copy of the report, please contact Joe DiMisa at jdimisa@sibson.com. - Millenials in the Sales Force Survey
View a presentation of the results of Sibson's Millenials in the Sales Force Survey - Commission Vs. Quota – Make Sure You Know the Facts
By Joseph DiMisa, May 2011 - A "KISS" for Your Start-Up Sales Organization
By Shawn Rossi and Dennis Spahr, March 2011 Sales Compensation Focus - How to Compensate a Strategic Account Manager
By Joseph DiMisa, October 2010, reprinted with permission of the Strategic Account Management Association from Velocity® magazine. - Want to Sell More? Try these Simple Yet Effective Value Offerings
By Joseph DiMisa, October 2010 RainToday - A Strategy-Based Approach to First-Line Sales Management
By Joseph DiMisa and Jonathan Minor, September 2010 Sales Compensation Focus - Position Yourself for Sales Compensation Administration Success
By Shawn Rossi, September 2010 Sales Compensation Focus - Do You Manage Your Accounts To Exploit The Maximum Sales Potential?
By Joseph DiMisa, August 16, 2010 Master Salesmanship - Sales Compensation Plans: Reward Salespeople for Positive Results
By Joseph DiMisa, June 2010 Sales and Service Excellence - Managing Sales Performance Through Compensation Vehicles
By Sheila McCarthy and Elizabeth Stolarczuk, May 2010 Sales Compensation Focus - Dealing With a Dynamic Economic Environment: Compressing the Sales Compensation Planning Timeline
By Shawn Rossi and Jonathan Minor, July 2009 Sales Compensation Solutions - Tying the Sales Compensation Plan to Organizational Strategy
Interview with Dennis Spahr, July 2009 Sales Compensation Solutions - Retaining Top Sales Talent: Motivating the Key Players You'll Need in the Coming Upturn
By Dennis Spahr and Sheila McCarthy, with David Insler, July 2009 Sales Compensation Solutions - Compensation Is Not the Only Tool in Your Sales Compensation Toolbox
By Dennis Spahr, May 15, 2009 SHRM Online - Market Pricing Sales Compensation: A Combination of Science and Art
By Dennis Spahr, May 2009 Sales Compensation Solutions
