The situation

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.

Our approach

  • 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
  • professionalism

Analysis by market provided a perspective of regional differences, identifying priority regions for corrective measures.