Increase sales and profits 5% - 20%
Optimally allocate resources across products, customers, and geographies
Integrate sales and marketing functions
Understand implications of alternative sales strategies and tactics
Achieve faster new product uptake
Improve contingent decision-making
Better assess product licensing opportunities
Improve coordination among businesses and geographies

Identify optimal sales force size and structure
Determine appropriate customer coverage including reach and frequency
Establish optimal investment across countries or regions
Build internal sales force strategy capabilities
Develop new product launch strategies
Ensure appropriate specialty coverage
Decide whether or not to in-license a promising product
Determine optimal allocation of effort across products
Identify key decision triggers, timelines, and contingencies

Sales
Profitability
Risk
Strategic objectives
Competitive strategy and deployment
Market evolution

While RMCI customizes each sales force strategy project around the client's unique needs, most projects do contain some common elements. First, RMCI collects results and call activity data necessary to begin modeling the client’s market. Then we analyze historical data for trends and insights. We travel with sales reps and first line managers to understand the needs and issues specific to each market. Finally, we conduct extensive scenario analysis using proprietary software, identifying optimal resource allocation, key risks, decision triggers and contingent implementation plans.

A 'typical' 3-month project is outlined below:

Optimal sales, profit, and share of voice strategies can be accurately estimated

Resources are frequently not allocated to optimize sales or profits
Firms under invest in new product launches
Firms inappropriately reallocate resources from in-line products to new products
Firms under invest in coverage of key customers

Frequent changes in deployment create unnecessary disruption
Lower sales
Reduced rep effectiveness
Lower customer satisfaction

Re-allocation of existing investment can significantly increase sales and profits
Firms often have no systematic, comparable method of assessing risk and opportunity across teams, businesses, or geographies
Limited competitive intelligence inhibits appropriate tactical deployment
Organization structure often inhibits optimal sales resource allocation

Based on our work with hundreds of sales forces worldwide, we've identified several factors that predict sales effectiveness success:

Our analysis often focuses on resource allocation across sales teams, products, business units, and countries. One critical component of any project is understanding the sales, profit and market share implications of sales deployment plans.

A second important component is understanding the implications of contingencies. For example, in likely, low and high sales scenarios, what is the optimal sales team size? How should a client prepare for and respond to a delayed product launch? What is the best response to an increase in competitive promotion?