Sales
To adapt to increasing product and service complexity and buyers who are more demanding and knowledgeable, companies have had to build highly sophisticated and expensive sales organizations. Not surprisingly, managing an effective sales function has become challenging. Sales leaders today must have the most up-to-date and accurate data to make decisions quickly. They also must have the right sales force deployed in the right way to execute those decisions just as quickly. To do this, they must bring science to the art of sales.
For more than 25 years, companies around the world have used ZS to excel at such critical sales activities 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
- Integrating sales and marketing programs with extraordinary results and levels of efficiency
- Measuring and assessing sales professionals to dramatically improve their performance
Learn more about 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.
Read More
Featured Whitepaper
Effective Decision Making: Leveraging Dashboards
By Jeff Gold, Mahmood Majeed
At their most powerful, dashboards provide businesses with integrated, distilled information that enhances decision making.
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.
Read More
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.
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.
Read More
Featured Whitepaper
Winning on the Margin: the B2B Value Imperative
By Mike Moorman, Scott Sims
The imperative to achieve growth and protect margins is forcing organizations to transform the way they go to market.
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.
Read More
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 today's leading SRO paractices and critical success factors for building SRO capabilities.
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.
Read More
Featured Whitepaper
ZS Interview: Making Room for Incentive Compensation ROI
By Stephen Redden
Knowing the return on your incentive compensation can go a long way to maximizing incremental sales.
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.
Read More
Featured Whitepaper
Averting an Oncology Sales Force Arms Race
By Craig Stinebaugh
As companies introduce dozens of new oncology treatments, there are powerful forces driving an arms race.
Sales Force Effectiveness
Increase the Return on Your Sales Force
To succeed in complex and competitive industries, you need a highly effective sales force. Not surprisingly, sales expenses can account for as much as 10% of revenue. So how can your company maximize its sales force effectiveness? ZS has helped hundreds of companies dramatically improve sales effectiveness, boosting salespeople’s performance up to 30% and customer ratings of salespeople up to 15.
Read More
Featured Whitepaper
Execution Excellence: The Competitive Frontier for Value-Based Strategies
By Mike Moorman
B2B sales and marketing leaders have embarked on a mission to differentiate their value propositions and achieve strategic advantage through superior customer value management.
Territory Alignment
Optimize Your Sales Territories, and Optimize Sales
Effective sales force deployment ensures the maximum coverage of valuable prospects and customers by the company’s sales force, but it is a complex problem. Companies must design sensible territories, assign the most appropriate sales personnel to specific geographies or accounts, and accurately target profitable customers. ZS has designed and implemented sales territories for over 700 companies worldwide.
Read More
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.