Robert Louis Stevenson

How do you know whether your sales team are really the best in the business? Maybe you have great products or services, but sales are not growing as expected. And are the sales management and support system really maximising the potential of your sales staff?

Optimising the effectiveness and productivity of your sales staff is one of the key factors in running a profitable business. Roliscon can give you an independent view of how your sales operation stacks up against industry norms. We can work with you to examine what factors may be holding back the performance of your sales personnel.

By using an independent consultant to examine your sales operations, you can get an unbiased view of its strengths and weaknesses. You've probably heard every excuse in the book as to why sales are below budget. The market is depressed, the buyers are on holiday, the weather is against us, our competitors are undercutting us, etc, etc. But when you want to separate reality from rumour, Roliscon can assist you. Roliscon will not only give you an independent report on your sales operations, we will also recommend how they can be improved.

Note that sales volumes and sales activities can rarely be studied in isolation from the market framework, from product/service pricing, from competitor activities, or from product parameters, so those aspects of a company's operations will normally be studied as part of this process. The sales staff incentive arrangements (commissions and bonuses) will also be examined to see if they provide the correct, timely encouragements.

What is the Roliscon Approach to Sales Performance Analysis?

Our approach consists of the following steps:

• Understand the product or service offering, including the technology.
• Understand the views of your sales, marketing and technical staff.
• Review the current market situation, the position of each player and the market segmentation.
• Study why sales prospects are lost.
• Study the price positioning and general strategy of the company.
• Examine the sales processes in use.
• Examine the supporting systems and management techniques that are applied to the sales operations.
• Examine the sales incentive schemes in use.
• Review the sales staff personnel profiles.
• Look at the supporting administrative and other systems
• Write an initial summary report containing our findings for discussion.
• Produce a finished report containing recommendations for action.
• Provide assistance with implementing our recommendations, if required.

With Roliscon assisting, you can be sure to optimise the performance of your sales operations, and stay ahead of your competitors.

Contact for more information.

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