Sales Effectiveness

A high-performance sales organization is key to capturing value from existing and new clients, yet many companies struggle to fully activate their front line. With our Sales Effectiveness approach, our Expert practitioners help you to:

Diagnose sales performance

Optimize pipeline effectiveness

Build capabilities for performance

Approach

Accelerate Your Growth by Tuning Your Sales Engine

01

Diagnose sales performance

Create transparency on sales force effectiveness through comprehensive KPI benchmarking and identify concrete improvement opportunities across all commercial activities.

02

Optimize pipeline effectiveness

Drive systematic revenue growth through rigorous pipeline management processes and advanced forecasting methodologies that enhance transparency and decision-making.

03

Build capabilities for performance

Develop high-impact sales capabilities through a combination of front-line training, AI-augmentation, and streamlined workflows.

Winning Together

Sales Effectiveness in Action

Sales Performance Improvement for Global Pharma
More Success Stories

Problem

A global pharma client experienced significant gaps between actual and expected results, with sales reps not meeting their targets and leadership unable to understand the drivers of poor performance. In addition, the client planned to expand their sales force by 30-50% to support the launch of three new blockbuster drugs.

Action

A comprehensive four-step approach to achieve robust physician targeting was implemented. This included developing a scorecard methodology to segment physicians into quintiles based on multiple factors including sales, demographics, and behavioral data. Optimized call flows and redefined sales roles led to a significant reduction of back-office work and twice as much time spent with customers.

Results

The pharma client achieved great results, including a significant impact on market share, with one brand expanding by 33%. In addition, they experienced: 

 

  • 28% increase in calls per rep FTE
  • 30% increase in compliance with plans
  • 55% increase in sales manager coaching

Retail Sales Effectiveness

A F500 Outdoors Store needed an assessment and recommended improvements to their frontline retail sales model. By assessing training programs and incentives, high-value improvements to these areas could be problem-solved. As a result, implementation plans, training materials, and more were built and adopted.

Sales Playbooks for PE Operating Team

A global private equity firm’s portfolio operations team needed in-depth resources that would enable portfolio companies’ sales leadership to stand up a sales org transformation. After a diagnostic, playbooks to address incentive compensation, quota setting, and account management were built and implemented.

Fintech Advisor Productivity Improvement

A leading Fintech company wanted to drive better outcomes by improving advisor productivity. After assessing workflows, gathering primary research, and running a data analytics model to determine the biggest drivers of advisor effectiveness, the project led to an org restructure and new operating model, which was piloted and implemented across the organization.

Featured Sales Effectiveness Experts

Featured Sales Effectiveness Experts

Simon M.

20 years of experience in transformation, growth, and GTM

Former BCG Senior Principal specialized in PMO/PMIs/cost reduction, dashboards & OKRs, AI, M&A / DDs, operations, SCM, logistics, manufacturing, and sales & growth across industrials, consumer, and tech.

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Ross M.

15+ years of experience in value creation, GTM, and financial operations

Former McKinsey engagement manager focused on growth strategy, ecosystem design, market intelligence, org design, and sales ops across SaaS, industrials, oil and gas, and CPG.

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Carlos C.

10+ years of experience working accelerating retail transformations

The Founder & Managing Director of The Navio Group, a consulting firm that works with F500 retailers and PE- Backed companies. Former BCG consultant.

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How would a better optimized sales force impact your organization’s growth?

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