Sales & Distribution Model Transformation
A senior manager has a limited number of levers to pull to affect the growth of his or her firm. This is especially true if growth is needed relatively quickly. Maximizing the effectiveness of a sales force is a lever that allows for rapid and significant value creation through small improvements.
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 >
