Sales force reorganization and performance improvement
Increasing sales, product visibility and clients’ understanding in an omnichannel context
Consumers’ behaviors have changed. They are more informed and all the more demanding. Fierce competition, fast-evolving markets and organizations make sales operations even more complex. One of the key success factors is a sales force that is up-to-date with multi-channels and is able to constantly adapt and optimize its efforts to leverage new markets and opportunities. And to reduce non-optimized costs (related to the sales organization or not) and gain efficiency.
Digital transformation and e-commerce have created new buying patterns based on multiple distribution channels. CPG and B2B sales departments are facing constant transformations in consumers ‘needs, but also in internal and external structures. Mergers and acquisitions, workforce transfer in shared services centers and staff turnover are only some examples. In this context, there is a lot at stake to have an efficient sales force.
Most CPG and B2B companies look for synergies and a sales organization that allows for both flexibility and emphasizes value-added activities.
Reorganizing a sales force relies on many major changes:
BearingPoint Teams can help you in the following ways:
Benefits can be multiple:
I expect my sales team to be the key partner for growth at distributors’ and to drive our brand strategy in store.
Thomas Decroix, Sales Director for PepsiCo France