At Aon Hewitt, we understand that sales people are expensive resources and have a significant impact on business results. A number of factors can impact salesforce effectiveness:
We believe that proper customer targeting, organization deployment, sales talent management and motivation of sales people are critical to our clients' success.
Targeting specific markets and customers is one of the primary growth, retention and profit levers for sales. It’s also one of the best ways to ensure that investments in sales resources are optimized. We help clients with the key elements in strategically targeting customers, such as:
Predicting the total sales opportunity per company
Grouping customers with common traits to enable organizations to more effectively align the salesforce to meet customers’ needs and improve a company’s value proposition.
Sales Organization Deployment
This is a critical factor in improving revenue and decreasing cost of sales. We provide the basis for a structured, intelligent sales territory plan that puts the right skills in the right place to achieve strategic objectives.
Talent Selection and Management
Attracting and retaining top talent provides an important advantage over competitors. Our team can help you develop job profiles and test candidates based on proven success factors to guide recruitment efforts. We can provide leading indicators that identify engagement issues and drivers to scientifically improve sales performance.
Rewards are the primary means of motivating salespeople. Incentive plans influence the activities and behaviors of salespeople and push them to higher levels of performance. We work with organizations to develop plans that direct sales behavior to drive strategy and revenue goals. We can help you:
Develop targeted, achievable performance objectives to align sales performance with strategy and territory potential.
Produce a well-designed sales compensation program that focuses salespeople on activities that support the company's strategy and revenue objectives, and in turn, rewards salespeople for their contributions
Collect and report on the perceptions of their salesforce employees, by assessing weightage of various elements including pay, company brand and work environment.