U.S. manufacturer: Focusing sales force on most valuable customer segments
U.S. manufacturer of hospital room equipment: Our client had expanded its product line through acquisitions, so the sales force was becoming more consultative and less transactional. But productivity was suffering, with too much focus on lower priority accounts and an inability to increase share-of-wallet at key accounts. We optimized the sales force process and activities. This achieved incremental sales growth of 6% with a smaller, more efficient sales force. After the sales redesign, the client was able to focus on the most valuable customer segments, grow the business, and reduce overall sales costs by $6.5 million.
Experience
Oliver Wyman’s recent work in the area of sales and distribution model transformation includes:
European insurer: Designing a new sales force model >
U.S. manufacturer: Focusing sales force on most valuable customer segments >
International courier: Developing a global compensation architecture >
Staffing firm: Identifying the influence of key sales force investments >
Asia-Pacific bank: Improving the retail distribution model >
Telecom/data services provider: Modeling sales force productivity >
