Sales Stimulation Effort
A sales stimulation effort is a holistic approach to analyzing all possible ways to grow sales revenues. This framework works best for established companies that experience sales slow-down after periods of intensive growth. To identify the best working tools, MCG runs pilot projects, and the best performing techniques are then used for roll-out across the entire sales network.
We work with clients on:
Customer traffic generation. MCG will look at the Clients’ marketing funnel, identifying the areas where significant numbers of potential volume are lost. Next, through market research, benchmarking to best practices, interviews with clients’ representatives the team will create a long list of possible initiatives. Preliminary assessment by feasibility and effect allows select the priority group of initiatives for the pilot.
Channels strategy. How many Points-of-Sales should the Client have? Where should they be located? How big and how segmented should the POSes be? What kinds of differentiation from competitors at POSes are important? All these questions are examined by MCG while working on this type of project.
Customers’ interaction tools. Actionable ideas on products’ portfolio, cross-sales opportunities, repeat purchase ratios growth, CRM tools will be identified and piloted. Only the ideas with highest potential will be fully implemented.
Training and motivation for front line sales people. While working on the project, the MCG team will assess your current sales team’s skills, run various trainings (e.g. dealing with clients in conflict situations, coaching for managers, etc.), review the sales force motivational system, develop tools and programs to encourage sales force to work extra during the pilot stage. Typically, the results for these type of projects also help identify the most promising sales reps with the highest potential for internal career growth.