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Solutions

Sales

For nearly 30 years, ZS's sales consulting services have helped companies around the world excel at critical sales activities such as: designing sales channels that leverage both direct and indirect paths to market; creating the best sales force structure, territory plan, size, allocation and incentive approach; and integrating sales and marketing programs with extraordinary results and levels of efficiency. Find out how ZS has helped hundreds of companies gain market share by markedly improving the performance of their sales organizations.

Business Intelligence

Maximize Profits at a Fraction of Current Costs

When you’re drowning in a sea of data, ZS can deliver superior business intelligence solutions that transform data into insight. Our Business Intelligence practice gives you specialized analytical monitoring and diagnostic solutions that improve your sales and marketing and help cut costs.

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Featured Whitepaper

ZS Interview: Customer Data Management Becomes a Cornerstone of Sales and Marketing Execution

By Jeff Gold

Building and maintaining good customer data management (CDM) has become essential for effective sales and marketing.

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Customer Targeting and Activity Planning

Increase Sales Success and ROI on Your Field Force Investment

The sales field force remains one of the most effective channels to engage the customer. But it is also one of the most expensive. And in a market in which you have to achieve more with less, companies must maximize the return on their sales force. ZS helps your sales organization identify the best opportunities and field force tactics.

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Featured Whitepaper

The Next Generation of Call Planning: Smarter Plans, Faster Turnaround and Lower Costs

By Torsten Bernewitz, Thomas Nacher

Pharmaceutical companies are striving to become more agile and achieve more with less through strategies that go beyond traditional detailing.

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Go-to-Market Strategy and Transformation

Achieving Step-Function Increase in Sales and Profitability

ZS helps sales and marketing executives identify critical growth opportunities, determine sales and marketing strategy, and implement the necessary changes – changes that regularly boost our clients’ revenue 2-10% or more. We know how to transform sales and marketing strategies and capabilities while minimizing transition risks and driving sustained adoption of new approaches.

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Featured Whitepaper

Winning on the Margin: the B2B Value Imperative

By Mike Moorman

The imperative to achieve growth and protect margins is forcing organizations to transform the way they go to market.

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Sales Channel Strategy and Management

Develop and Manage Channel Partner Programs to Meet Evolving Customer Needs

ZS creates winning channel strategies. We align go-to-market strategy with overall business strategy by helping clients develop and manage a channel program with the right mix of direct and indirect (partner) channels to meet business goals and customer engagement requirements.

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Featured Whitepaper

Market Coverage & Sales Resource Optimization: Bringing Science to the Sales Force

By Mike Moorman, Ladd Ruddell, Arun Shastri

This article highlights key challenges that have inhibited sales resource optimization (SRO) at many organizations and introduces leading SRO practices.

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Sales Compensation

Compensation That Boosts Sales Force Retention and Market Share

An effective sales compensation plan helps retain your top salespeople, increase market share, make selling costs predictable and reduce the cost of plan administration. An inferior plan does the opposite. ZS helps to create plans and quotas that support your strategy and streamline administration. 

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Featured Whitepaper

ZS: Interview Making Room for Incentive Compensation ROI

By Stephen Redden

Maximize incremental sales by knowing the return on your incentive compensation.

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Sales Force Design

Design a Customer-Centric Sales Force

The sales force is one of an organization’s most valuable and expensive marketing resources. Unlike other marketing tactics, building or reshaping a sales force can take considerable time, money, and attention. ZS has designed sales forces for organizations across more than 25 industries and in over 70 countries.

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Featured Book

Building a Winning Sales Management Team: The Force Behind the Sales Force

By Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

The first of its kind, this book offers pragmatic insights and examples to guide organizations that wish to nurture successful sales managers and improve their company’s productivity.

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Sales Force Effectiveness

Maximize the Return on Your Sales Force

Over the past 30 years, ZS has conducted thousands of sales force effectiveness engagements with over 700 companies in more than 70 countries and 25 industries. We have helped our clients’ salespeople achieve: longer face time with their customers, more topics discussed during customer visits, significantly improved customer satisfaction ratings—and most important, up to 30% higher sales performance.

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Featured Whitepaper

The Race to Excel at Value-Based Selling: A New and Necessary Approach to Sales Talent Transformation

By Mike Moorman, Linda Vogel

The sales profession is entering a new era where value-based solution providers hold the keys to success.

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Territory Management

Optimize Your Sales Territories to Gain a Competitive Advantage

Territory management is at the heart of any company’s sales operations. All key processes—from sales force planning and deployment to incentive compensation and financial reporting—depend on efficient, optimized territory management solutions. Having pioneered the concept nearly 30 years ago, ZS offers unparalleled experience and knowledge in territory management and its optimal role in your overall sales operations.

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Featured Whitepaper

Designing for Profitability: A New Approach to Territory Alignment

By Kelly Tousi, Chuck Kawalek

This paper explores appropriate situations for refining the means of designing sales territories, how to implement changes and what to expect from an alternative approach.

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