Solutions

Sales Force Design

Design a Customer-Centric Sales Force

The sales force connects an organization to its lifeblood—its customer base. Given this critical role, the sales force is one of the most valuable resources for an organization. Even in challenging economic times, a winning sales force is still a key engine for growth. The sales force is also a costly resource and building or reshaping one involves considerable time and expense.

Implementing the right design for your sales force and carefully evolving it as market conditions change requires a thorough understanding of customer needs and potential:

  • Which activities should the sales force engage in to create the ideal customer experience? And, how can these activities be organized into effective and “recruitable” selling roles?
  • Which skills and areas of expertise make up the right profile for each selling role?
  • What is the most cost-effective mix of sales channels and sales teams to optimize market coverage?
  • Which accounts, products, services and activities should be assigned to each team?
  • What is the optimal size of each sales team and how should effort be allocated?
  • What is the optimal management reporting structure for the sales organization?

Boost Profitability through Sales Force Role Design, Structure and Resource Optimization

ZS has designed sales forces for organizations across more than 25 industries and in over 70 countries. We have experience across a broad range of sales models, including global, strategic and key account teams; generalist and specialized field sales teams; and inside sales teams. Our sales force design solutions have helped our clients increase revenue growth and profitability through sales force role design, structure and resource optimization. ZS has worked with clients to:

  • Define sales roles based on customer needs, buying processes and the ideal customer experience
  • Develop, test and implement leading sales models—such as differential resourcing—to increase market share and customer satisfaction while managing resources effectively
  • Directly link brand plans to sales force decisions for greater alignment between strategy and execution
  • Combine data, advanced methodologies and tools, and sales force insights to promote objectivity in decision-making and cross-organization agreement
  • Simulate the strategy to validate potential outcomes and feasibility and to better prepare for downstream implementation issues
  • Successfully manage large-scale changes to sales organizations while minimizing transition risks and disruption
  • Identify multi-year development paths that maximize sales effectiveness while minimizing customer disruption

Why Partner with ZS to Create a Winning Sales Force?

At ZS, sales and marketing are not merely two functional areas we serve—they define who we are as a company. Our focus on sales and marketing issues is truly unique to the management consulting industry. ZS covers not only the development of marketing and sales force strategy but also the implementation and even enablement of the strategy through operations and technology.

  • Since we have completed thousands of actual implementations, we can quickly uncover the pitfalls that differentiate a winning sales force strategy from one that never gets off the ground
  • Our design approach leverages rigorous, fact-based analysis that is supported by industry-leading sales force sizing and deployment tools
  • We help our clients thoroughly understand the risks and benefits of alternative sales force design scenarios
  • We have direct, hands-on experience helping clients address the many interconnected issues across sales, marketing and operations
  • Our approach to sales force design considers customer needs and the customer experience but also takes into account the feasibility of recruiting talent to fill roles successfully

We leverage the firm’s deep knowledge of the full range of sales and marketing activities to help clients understand which sales force design strategies will work best for their company as a whole.