This framework is developed by a team of former McKinsey and Big 4 consultants. The presentation follows the headline-body-bumper slide format used by global consulting firms.
This product (Sales Force Effectiveness [SFE]: 5 Components of Selling) is a 24-slide PPT PowerPoint presentation slide deck (PPT), which you can download immediately upon purchase.
Sales Force Effectiveness (SFE) generally decreases progressively over time. To improve SFE for our organization, we should analyze the full sales end-to-end process by closely examining opportunities across the 5 critical components of selling:
This presentation will discuss these 5 areas in detail, describing the various levers within each area that drive SFE. SFE is a key driver of revenue growth, which in turn drives our organization’s total shareholder value.
Additional topics covered include SFE guiding principles, SFE solutions, and reasons for SFE decline.
This deck also includes a set of slide templates for you to use in your own business presentations.
This PPT delves into the intricacies of Sales Force Effectiveness (SFE) by breaking down the five critical components of selling. Each component—Targeting, Deployment, Execution, Engagement, and Enablement—is explored in depth, providing actionable insights and strategies to optimize your sales force. The presentation emphasizes the importance of focusing on high-value customers, deploying resources efficiently, and increasing face time with key accounts to drive productivity and revenue.
The decline in SFE is often attributed to factors such as misaligned incentives, excessive administrative tasks, and outdated objectives. This document identifies these pitfalls and offers practical solutions to counteract them. By leveraging data-driven analysis and systematic reviews, organizations can uncover gaps and implement targeted improvements that can boost revenue by up to 20%.
This comprehensive guide also includes a set of customizable slide templates, enabling you to seamlessly integrate these best practices into your own presentations. Whether you're looking to refine your sales strategy or enhance team performance, this document is a valuable resource for driving sustainable growth and achieving your business objectives.
This PPT slide emphasizes the importance of strategically directing resources toward options that yield the highest returns. It acknowledges the growing complexity of business environments, which complicates the decision-making process regarding resource deployment. As companies face an array of factors—such as products, customers, competitors, geographies, channels, and industry specifics—it's crucial to align these elements with available resources.
The slide outlines several key levers for effective deployment: channel mix, territory deployment, coverage and resources per account, and roles and responsibilities. Each lever plays a vital role in optimizing resource allocation. For instance, the channel mix can determine how effectively products reach customers, while territory deployment ensures that sales efforts are concentrated where they can generate the most impact.
The text suggests a systematic, data-driven approach to assess how resources are allocated among sales representatives. This analysis can uncover critical gaps in the current strategy and identify opportunities for improvement. The potential for revenue increases of up to 20% highlights the financial implications of making informed deployment decisions.
Overall, the slide serves as a call to action for executives to rethink their resource allocation strategies. By focusing on high-payback options and employing a rigorous analytical framework, organizations can enhance their operational effectiveness and drive growth. The insights presented are particularly relevant for decision-makers seeking to refine their deployment strategies in a complex market landscape.
This PPT slide outlines 5 critical components of selling, each associated with specific levers to enhance Sales Force Effectiveness (SFE). The components are categorized into distinct areas: Targeting, Deployment, Execution, Engagement, and Enablement.
Targeting focuses on defining the strategic goals and objectives, conducting market sizing and prioritization, and segmenting customers effectively. This foundational element is crucial for ensuring that sales efforts are directed towards the most promising opportunities.
Deployment emphasizes the operational aspects of sales. It includes decisions on channel mix, territory deployment, and how resources are allocated per account. Clearly defined roles and responsibilities are also highlighted, which are essential for optimizing team performance and ensuring accountability.
Execution deals with the practical implementation of sales strategies. Key activities include account planning and preparation, optimizing the sales process, and managing time on task effectively. This component is vital for translating strategies into actionable steps that drive results.
Engagement focuses on building and maintaining customer relationships. It covers customer discovery, lead generation and qualification, and the frequency and quality of interactions. The aim is to enhance customer loyalty, retention, and ultimately, price realization.
Enablement addresses the tools and metrics necessary for effective sales operations. This includes IT/CRM tools, target metrics, compensation structures, and training programs. Proper enablement ensures that the sales team is equipped with the right resources and skills to succeed.
Overall, this slide serves as a strategic framework for organizations looking to improve their sales effectiveness through targeted actions across these 5 components.
This PPT slide outlines a framework for enhancing Sales Force Effectiveness (SFE) by focusing on 5 critical components of selling. It emphasizes the necessity of evaluating opportunities across these components to develop an effective transformation program.
The first component, Targeting, stresses the importance of concentrating efforts on high-value customers. This suggests that a strategic approach to customer selection can yield better returns. Next, Deployment advocates for directing resources toward high-payback options, indicating a need for prioritization in resource allocation to maximize impact.
Execution is highlighted as a means to increase face time with key accounts. This implies that enhancing direct interactions with significant clients can lead to improved outcomes. The Engagement component focuses on making interactions more productive, suggesting that the quality of engagement is just as critical as the quantity.
Lastly, Enablement addresses the balancing act between sales support and costs, indicating a need for efficiency in resource utilization. Each of these components is interconnected, meaning improvements in one area can positively influence others.
This slide serves as a foundational overview for organizations looking to refine their sales strategies. It provides a clear roadmap for identifying areas of improvement and underscores the importance of a holistic approach to sales force management. Understanding these components can help executives make informed decisions that drive performance and optimize sales efforts.
This framework is developed by a team of former McKinsey and Big 4 consultants. The presentation follows the headline-body-bumper slide format used by global consulting firms.
For $10.00 more, you can download this document plus 2 more FlevyPro documents. That's just $13 each.
ABOUT FLEVYPRO
This document is part of the FlevyPro Library, a curated knowledge base of documents for our FlevyPro subscribers.
FlevyPro is a subscription service for on-demand business frameworks and analysis tools. FlevyPro subscribers receive access to an exclusive library of curated business documents—business framework primers, presentation templates, Lean Six Sigma tools, and more—among other exclusive benefits.
Since 2012, we have provided best practices to over 10,000 businesses and organizations of all sizes, from startups and small businesses to the Fortune 100, in over 130 countries.
Read Customer Testimonials
"The wide selection of frameworks is very useful to me as an independent consultant. In fact, it rivals what I had at my disposal at Big 4 Consulting firms in terms of efficacy and organization."
– Julia T., Consulting Firm Owner (Former Manager at Deloitte and Capgemini)
"Flevy is our 'go to' resource for management material, at an affordable cost. The Flevy library is comprehensive and the content deep, and typically provides a great foundation for us to further develop and tailor our own service offer."
– Chris McCann, Founder at Resilient.World
"As a young consulting firm, requests for input from clients vary and it's sometimes impossible to provide expert solutions across a broad spectrum of requirements. That was before I discovered Flevy.com.
Through subscription to this invaluable site of a plethora of topics that are key and crucial to consulting, I
have been able to exceed expectations and deliver quality advice and solutions to my clients. The quality and expertise of the authors are exemplary and gives me great confidence to use as part of my service offerings.
I highly recommend this company for any consultant wanting to apply international best practice standards in their service offerings.
"
– Nishi Singh, Strategist and MD at NSP Consultants
"One of the great discoveries that I have made for my business is the Flevy library of training materials.
As a Lean Transformation Expert, I am always making presentations to clients on a variety of topics: Training, Transformation, Total Productive Maintenance, Culture, Coaching, Tools, Leadership Behavior, etc. Flevy
It is well worth the money to purchase these presentations. Sure, I have the knowledge and information to make my point. It is another thing to create a presentation that captures what I want to say. Flevy has saved me countless hours of preparation time that is much better spent with implementation that will actually save money for my clients.
"
– Ed Kemmerling, Senior Lean Transformation Expert at PMG
"I have used Flevy services for a number of years and have never, ever been disappointed. As a matter of fact, David and his team continue, time after time, to impress me with their willingness to assist and in the real sense of the word. I have concluded in fact
that it is not at all just a repository of documents/resources but, in the way that David and his team manage the firm, it is like dealing with consultants always ready to assist, advise and direct you to what you really need, and they always get it right.
I am an international hospitality accomplished senior executive who has worked and lived during the past 35 years in 23 countries in 5 continents and I can humbly say that I know what customer service is, trust me.
Aside from the great and professional service that Flevy's team provide, their wide variety of material is of utmost great quality, professionally put together and most current.
Well done Flevy, keep up the great work and I look forward to continue working with you in the future and to recommend you to a variety of colleagues around the world.
"
– Roberto Pelliccia, Senior Executive in International Hospitality
"Flevy is now a part of my business routine. I visit Flevy at least 3 times each month.
Flevy has become my preferred learning source, because what it provides is practical, current, and useful in this era where the business world is being rewritten.
many challenges and there is the need to make the right decisions in a short time, with so much scattered information, we are fortunate to have Flevy. Flevy investigates, selects, and puts at our disposal the best of the best to help us be successful in our work.
"
– Omar Hernán Montes Parra, CEO at Quantum SFE
"I am extremely grateful for the proactiveness and eagerness to help and I would gladly recommend the Flevy team if you are looking for data and toolkits to help you work through business solutions."
– Trevor Booth, Partner, Fast Forward Consulting
"As a niche strategic consulting firm, Flevy and FlevyPro frameworks and documents are an on-going reference to help us structure our findings and recommendations to our clients as well as improve their clarity, strength, and visual power. For us, it is an invaluable resource to increase our impact and value."
– David Coloma, Consulting Area Manager at Cynertia Consulting
Save with Bundles
This document is available as part of the following discounted bundle(s):
Download our free compilation of 50+ Strategy & Transformation slides and templates. Frameworks include McKinsey 7-S, Balanced Scorecard, Disruptive Innovation, BCG Curve, and many more.
Download our free compilation of 50+ Strategy & Transformation slides and templates. Frameworks include McKinsey 7-S, Balanced Scorecard, Disruptive Innovation, BCG Curve, and many more.
Click main image to view in full screen.
