Telecom/data services provider: Modeling sales force productivity
Division of a global telecommunications and data services provider: We modeled sales personnel productivity and mix of products and branch offices to recommend the optimal mix that would meet sales goals without growing the sales force. This mix, combined with process changes, met a goal of 10% higher sales while preventing the hiring of 300+ incremental full-time-equivalent staff.
Experience
Oliver Wyman’s recent work in the area of sales and distribution model transformation includes:
Staffing firm: Identifying the influence of key sales force investments >
European insurer: Designing a new sales force model >
Asia-Pacific bank: Improving the retail distribution model >
U.S. manufacturer: Focusing sales force on most valuable customer segments >
International courier: Developing a global compensation architecture >
Telecom/data services provider: Modeling sales force productivity >
