CONTEXT
Sales activity spans regional representatives, customers, product groups and defined performance periods.
SALES CONSULTING / ONGOING
SALES STRUCTURE & PERFORMANCE
A practical approach to making sales activity measurable, manageable and easier to improve.
INPUT
LOGIC
OUTPUT
BUSINESS CHALLENGE
Targets, pricing, follow-up and reporting lose value when each lives in a separate file or depends on individual memory.
MY ROLE
Review sales operations, define the process, design targets and performance indicators, build management reports and support channel development.
APPROACH
Create one clear operating model from customer activity to management review, with consistent definitions, time periods and responsibilities.
SOLUTION
Targets by region, representative, customer and period; performance-gap reports; product trends; pricing comparisons; and market-coverage monitoring.
OUTPUT
Reusable management structures and reporting methods grounded in day-to-day sales operations.