Growth & Sales Force Strategy
Growth & Sales Force Strategy: Delivering Superior Results
The wrong sales force strategy and a poorly aligned and organized sales force can be disastrous to company performance even if their products and services are superior to the competition. The most effective sales organizations measure their Return on Sales Investment (ROSI = total sales compensation expense, divided by revenue) as a way to monitor sales organization productivity and assess when further investments may be needed to drive growth.
We help sales leaders ensure that their organization is focused the right markets, channels and customers so that they can consistently deliver on expected performance. Sales leaders rely on Axiom to:
- Develop or refresh sales strategies to focus on the highest potential, most profitable growth opportunities.
- Optimize sales force coverage, job design and sales processes to improve return on sales investment.
- Improve ways of monitoring and assessing sales performance and applying competency frameworks that help companies attract, grow and retain a high-performing sales force.
- Ensure alignment between strategy and compensation plans so that the right behavior and results are rewarded.
Improving the Effectiveness of Morningstar’s Salesforce
Morningstar’s President and CEO, Joe Mansueto, describes how Axiom Consulting Partners helped improve the performance of the financial leader’s sales force.