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Clearly, an effective sales force is an essential contributor to the sustained profitability associated with high performance. And yet a high proportion of sales forces are ineffective.
And yet a high proportion of sales forces are ineffective. The problem is twofold:
Attempts to improve sales force performance frequently fail because companies fail to integrate all three legs of the sales performance: competencies, behaviors and personality. Accenture has created a four-phase integrated approach to sales force transformation that differs from conventional models in three critical ways:
1 CSO Insights, “@008 Sales performance optimization survey & analysis,” March 2009.
At the heart of Accenture’s approach is a proprietary methodology that enables us to measure the competencies, behaviors and personality traits of a company’s highest sales performers—and then use this analysis to create a program that will elevate the rest of the sales force to the same level. This analytics-based approach allows sales management to gain actionable insights into sales performance, develop workforce improvement initiatives, improve the effectiveness of the recruitment process, and make corporate training much more effective while reducing costs by up to 50 percent. The analysis also assists individual sales people in measuring their performance against top achievers and, using a recommendation engine, make necessary changes.
Another vital component of Accenture’s sales transformation offering is an extensive database of proven sales practices to help the sales force shift to new business or sales strategies.
For one client, Accenture reduced annual involuntary attrition by 30 percent (annual savings of $80 million by year five) and increased the ratio of high performers in the sales force from 10 percent to 12 percent. We also increased sales quota attainment by top performers from 110 percent to 120 percent, core performers from 80 percent to 90 percent, and low performers from 50 percent to 65 percent.
When working with a client to transform its workforce, Accenture typically adopts a four-phase process: planning and enablement roll out, analysis and road map.
Contact us to find out how Accenture can help your sales organization use analytics to transform itself and power the company toward high performance.
Accenture typically follows a four-phase process when helping a client transform its sales force:
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