Sales Effectiveness for the Consumer Goods and Services Industry

Creating a road map for sales force development, our approach helps clients to achieve high performance through more effective sales.

Consumer goods and services companies that, until recently, were concentrating on the bottom line and cost-cutting measures, are now emphasizing the top line and revenue generation. That puts pressure on the sales organization to deliver. But in an increasingly complex and competitive marketplace, are sales professionals equipped with the right capabilities?

At Accenture, we view capability as a combination of three things: process, organizational competency and structure, and technology enablement. For many companies, one or all of these areas need to change to meet future demand. Accenture's sales effectiveness approach has created significant returns for many of its clients, who have enjoyed 10 to 15 percent reductions in the cost of sales, and 5 to 7 percent increases in sales growth.

Accenture's sales force effectiveness approach harnesses our unparalleled abilities in sales, marketing and supply chain to propel consumer goods companies toward high performance.

This approach leverages a depth of experience from both the manufacturing and the retailing sides of the business. It also offers pioneering tools and techniques to address a range of sales and marketing needs, from channel management and sales force automation to customer profitability and route-to-consumer.

Accenture works with clients to evaluate and address "as is" capabilities, and transform their sales operations to meet the challenges of the future as they strive to achieve high performance through sales.