Improving Sales Effectiveness

phone+44 (0)845 226 4263 Consult@MeridianISE.com

Sales Effectiveness Audit

“Long term, businesses …have to focus on revenue growth…and more companies are turning towards doing that.” The Financial Times 23rd February 2004.

Excellence of sales force execution is a critical capability of any organisation. An effective sales force is an imperative for growing profitable revenue and gaining market share.

  • How well positioned is your sales function to grow your revenue?
  • How can you ensure that you get good value from your sales force?
  • How can you maximise your return from the investment you make in your sales force?
  • How can you ensure the sales force delivers what it has promised?
  • Questions like these are being asked by many of the World’s top companies.

We help answer them by initially conducting a Sales Effectiveness Audit. This is designed to uncover incremental revenue opportunities by developing the sales force’s capability to execute the agreed strategy excellently (in line with plan).

The Sales Effectiveness Audit is fast and practical. Grasping the opportunities it throws up has significantly increased our clients’ revenues.

How we do it: Where are we now?

ROSCItriangle

 

Why audit your sales force?

  • Enables you to identify incremental revenue opportunities
  • Allows you to assess your capability against trends / competitors / future plans / product launches etc.
  • Gives insight into your ability to execute excellently
  • Other functions have to be audited (finance, production) why not include customer management even though it is more difficult?

Start point - Resource Allocation; do we focus on the customers & channels that will deliver the sales plan?

Resourcetoopportunity

 

 

Next - Review Sales Processes; is there evidence of consistent application of Best Practice?

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Then - do we understand what drives our sales revenue?

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Capability - do we have the right skills to drive the processes & implement sales driving activity?

talentmgt

And finally - are customers & sales teams incentivised to support our sales strategy?heartsminds

 

 

 

 

 

 

 

 

 

 

 

 

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Read enough? Feel free to get in touch with us or request a call back

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Head Office:
Meridianise
20-22 Wenlock Street
London
N1 7GU

+44 207 608 5750
Consult@MeridianISE.com

Technical Centre:
Meridianise
Room S8
Sparkhouse Studios
Ropewalk
Lincoln
LN6 7DQ

+44 1522 837 252
Consult@MeridianISE.com

england

Through its sister company 20:20rdi, Meridian ISE has a worldwide strategic alliance with the Cosine group, and has associates working in Cosine’s office in the UK. Cosine is part of the Omnicom group of agencies, and Omnicom is the second largest multi service advertising agency group in the world. This alliance allows 20:20rdi to leverage the group’s international scale and provide a local service, using local market experts and speaking the local language.

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France Office:
Bâtiment B – 5ème étage,
21/23 rue de la Vanne,
92120 Montrouge,
France

+33 (0)172 700 000
www.daytona.fr

FranceMap

Through its sister company 20:20rdi, Meridian ISE has a worldwide strategic alliance with the Cosine group, and has associates working in Cosine’s office in France. Cosine is part of the Omnicom group of agencies, and Omnicom is the second largest multi service advertising agency group in the world. This alliance allows 20:20rdi to leverage the group’s international scale and provide a local service, using local market experts and speaking the local language.

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Netherlands Office:
Generaal Vetterstraat 82,
1059 BW Amsterdam
the Netherlands

0031 (0)20 5437444 www.cosinebenelux.com

netherlands

Through its sister company 20:20rdi, Meridian ISE has a worldwide strategic alliance with the Cosine group, and has associates working in Cosine’s office in the Netherlands. Cosine is part of the Omnicom group of agencies, and Omnicom is the second largest multi service advertising agency group in the world. This alliance allows 20:20rdi to leverage the group’s international scale and provide a local service, using local market experts and speaking the local language.

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Germany Office:
Cosine Germany,
Eimsbütteler Strasse 13,
22769 Hamburg,
Germany

GermanyMap

Through its sister company 20:20rdi, Meridian ISE has a worldwide strategic alliance with the Cosine group, and has associates working in Cosine’s office in Germany. Cosine is part of the Omnicom group of agencies, and Omnicom is the second largest multi service advertising agency group in the world. This alliance allows 20:20rdi to leverage the group’s international scale and provide a local service, using local market experts and speaking the local language.

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Africa Office:
659 Pienaar Street
c/o Pienaar & Waterkloof Str.
Brooklyn, Pretoria 0181

AfricaMap

Through its sister company 20:20rdi, Meridian ISE has a worldwide strategic alliance with the Cosine group, and has associates working in Cosine’s office in South Africa. Cosine is part of the Omnicom group of agencies, and Omnicom is the second largest multi service advertising agency group in the world. This alliance allows 20:20rdi to leverage the group’s international scale and provide a local service, using local market experts and speaking the local language.

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Mexico Office:
Av. Patriotismo no. 482
Col. San Pedro de los Pinos
Del. Benito Juarez C.P. 03800
México, DF

(52) (5) 36001250

MexicoMap

Through its sister company 20:20rdi, Meridian ISE has a worldwide strategic alliance with the Cosine group, and has associates working in Cosine’s office in Mexico. Cosine is part of the Omnicom group of agencies, and Omnicom is the second largest multi service advertising agency group in the world. This alliance allows 20:20rdi to leverage the group’s international scale and provide a local service, using local market experts and speaking the local language.

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China Office:
Building 5,
NO.29 ShaJing Road,
200080,
Shanghai

(021) 25012752

ChinaMap

Through its sister company 20:20rdi, Meridian ISE has a worldwide strategic alliance with the Cosine group, and has associates working in Cosine’s office in China. Cosine is part of the Omnicom group of agencies, and Omnicom is the second largest multi service advertising agency group in the world. This alliance allows 20:20rdi to leverage the group’s international scale and provide a local service, using local market experts and speaking the local language.