Moving forward with confidence

• Effective Operating Costs
• Repositioning for Growth
• Accelerating Change
• Role Fitness

Effective Operating Costs

Aligning sales costs to changing marketing dynamics.

We usually include a mechanism for upgrading customers in terms of each outlets current and potential return. Higher-grade customers are obviously serviced and developed by the most skilled and experienced people available. A growing number of smaller return grade customers are being serviced quite adequately by less experienced but well selected teams or even outsourced teams.

Our approach always includes a grade level requiring customers who are within this grade to be moved out of the organizations direct servicing model. This leads on to more accurate restructuring of territories, customer calling schedules and much better deployment or even reduction of the more costly field operating services. Because of our large experience in working with clients in restructuring as described above, we are able to produce an accurate model tailored to an organizations needs and current challenges.

This includes all the templates and systems required. We can also supply benchmarking around optimum call rates, in-call essential activities and the most cost effective usage of support services ie, in store merchandising, on trade technical teams, hospital and medical centre teams etc.

We encourage the development of selected customers/branches to a higher-grade status, also the transfer of non-profitable customers to a less costly servicing model and we can demonstrate how organizations are including these objectives as part of business planning for their sales representatives and managers.

Matching Job Roles

Matching job roles to customers potential and needs becomes a much easier task once a cost efficient customer base management structure is in place.

For instance roles for the more experienced Sales Representatives take on managing responsibilities in addition to their customer servicing and development, in particular greater focus on controlling costs and overheads and obtaining maximum value and output from required support services.  As an example experienced Sales Representatives in charge of A & B type customers/outlets in the FMCG sector are now managing the activities and outputs of in-store merchandisers and outsourced sales people calling to lower grade customers in the territory. 

 Integration of selected internal roles can be enabled to form a really efficient customer servicing unit supporting the Sales Representative with increased effectiveness, often times with less numbers and at lower costs. We have designed, restructured and updated now, well over a thousand job roles for different organizations some of them multinationals covering quite differing sectors of trading.

Our templates, approach and disciplines in writing up these roles follow very clear easy to understand guidelines.   The process supports accurate selection to ensure the right people are doing the right jobs.  It also enables the more competent job holders to take on more and achieve greater results without feeling overwhelmed or unfairly treated.

We have professional H.R. expertise and advice on hand to offer, guidance and advice in the best approach to gain acceptance to role changes and additional duties.

Also we have up to date details on current salary and bonus packages for most job role sectors.

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