Our client wanted to monitor and track the effectiveness of their sales force across several countries. The sales force was benchmarked against their major competitors.
- Hundreds of interviews were conducted with client’s customers
- We focused on six countries, covering four species
- A sales force effectiveness evaluation score was developed; performance was compared to competitors
Business outcomes for the client
Benchmarking with competitors identified relative strengths and weaknesses of the client’s sales force on:
- product knowledge
- industry understanding
- quality of service
- working relationship with customers
Analysis by market provided a perspective of regional differences, identifying priority regions for corrective measures.