Client Goal

Improve field sales force productivity

Action Taken

Assessed and defined the competencies of top-performing sales people and mapped the requirements for all new sales hires.  To be able to attract and retain new, highly qualified sales people, a new compensation plan was developed, supported with a business case, and subsequently reviewed and approved by the company’s executive committee and board of directors.

Results

Individual sales productivity increased 25% in the first six months following program implementation.  Hired new field sales staff with greater experience and skills in both B-to-B and B-to-C sales.  Following the trimming of the sales force to a low of 28, the organization was back up to 40 capable, qualified field sales people within 12 months.