Sales Process Improvement
Understanding the stengths and weaknesses of the sales team will enable building products and equipment manufacturers to better focus their sales resources. Having the right people, in the right structure, in the right geography, selling to the right customers is the challenge in today's market.
FMI's Sales Performance Assessment
FMI provides an objective, experience-based review of the manufacturer's sales effectiveness. This assessment may be an integral part of the overall Marketing and Sales Performance Improvement Process or may be a stand-alone project. This performance assessment looks at both the skills of the sales organization and the results achieved compared to direct and/or indirect market opportunity.
Benefits of Sales Performance Assessment
The results of this sales performance assessment can provide valuable input in a number of areas such as:
- Sales organization restructuring
- Sales territory realignment analysis
- Sales organization training/needs analysis
- Sales management effectiveness
- Market opportunity identification
- Best-of-class performance baselines
For more information, contact John Hughes at 919.785.9224.