article | August 2, 2011
Resource Planning – World Class Analysis, World Class Results
To help illustrate the application of resource planning science and best practices, the following real case study offers a holistic glimpse into both the art and science of the depth of strategic planning required to propel your sales organization forward in 2012.
A leading Information technology consulting firm faced shortfalls in customer retention as well as a decrease in new business acquisition. The situation was dire and the CEO appointed a new head of sales and provided an 18-month window to turn around the performance.
Initially plans were developed with three core tactics put into place to stem the downward trend:
The initial efforts had unintended consequences in selling time, and while the phone monitoring and marketing support were beneficial, they did not address the root cause.
Resource Planning and Sales Force Sizing Analysis
Analysis of the sales force was performed through the use of multiple tests selected from core resource planning tests performed by world-class companies:
The resource planning included sales force sizing tests, SPM (Sales Performance Management) analysis, and structure analysis. The study revealed the following insights:
The following strategic activities were implemented:
The resource planning and strategic analysis resulted in a plan of action to stem the decline and completely reverse course. New sales reps were added, increased accountability was implemented through the scorecard, and the Global Account Management program secured the top 20 accounts.
In summary, investment in resource planning and analysis involved structure, sales force sizing and overall SPM resulted in a winning formula for success.
For your convenience, an executive summary of this example has been documented in a deck posted on the Sales Benchmark Index Slideshare area below:
Sales force sizing and structure – Are You Ready To Be World Class View more presentations from Sales Benchmark Index