Staffing firm: Identifying the influence of key sales force investments
North American professional staffing firm: In a tight labor market, our client - a professional staffing firm - had few levers to drive performance. Understanding what made their top sales performers tick was key, as was reducing unwanted turnover. We undertook a fact-based review of our client's existing HR data to identify the influence of key sales force investments (training, compensation, etc.) on performance. The analysis revealed numerous possible interventions to considerably improve our client's sales force productivity. The complete program is forecast to yield $35M in gross profit in the first year.
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 >
