Sales Force Optimisation (SFO)
Productivity improvements in production and operations, driven by technological advances, have played a critical role in maintaining many firms' competitiveness in recent decades. Yet the potential to improve the productivity and efficiency of the sales process has often been neglected by companies, despite the fact that the benefits it delivers can be just as powerful. Typically, organisations fail to keep pace with changing customer needs, maintaining an expensive and oversized field force when telephone or online sales can be more effective in servicing some customers.
AMR has helped clients with Sales Force Optimisation (SFO) by:
• Assessing the true costs of selling, and highlighting areas for improvement,
• Providing benchmarking data, to establish what advances are achievable,
• Involving the sales force in the process, and gaining buy-in to change,
• Recommending appropriate changes in HR/remuneration packages,
• Implementing the changes, together with the client.
AMR's strategy consulting is based on a thorough understanding of customer needs, best-in-class systems, and the key roles that HR (e.g. recruitment, training, and compensation), management processes, and information systems can play in sales force optimisation.