Sales force management
...Cognicient has developed and applied a model that fuses multiple data sources and lag measures with leading metrics, customer spending data with attitudinal data, customer transactional data with sales call data – to provide better understanding of the effectiveness of your sales force and identify specific action items required to generate increased sales, share-of-wallet, and profitability.
Our consultants have successfully applied this model in evaluating and improving performances of pharmaceutical sales reps as well as other b2b account sales. For instance, for a multi-billion dollar drug, our consultants were able to generate a model that resulted in an opportunity to increase net sales (i.e., total increased sales less estimated costs of recruiting, training, etc.) of $200 million.
Ask yourself these questions
- Are your sales training and the detailing messages effective – helping you to generate greater sales and profitability?
- Do you know if your sales force is accurately representing your brand and creating greater brand affinity?
- Do you know what is the optimal amount of sales call/frequency – where is the most bang for your buck in terms of convincing your customers?
- Can you tell what aspect of the sales expertise and delivery – is it your salesperson’s knowledge of the products and business or is it their social skills and personality or is it some other driver – that has the greatest impact in generating increased sales among your various customer segments?
Cognicient is here to get you the answers
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