Genpact helps clients increase their sales force productivity and ROI. Our team of Sales Force Effectiveness experts has over a decade’s experience enabling salespeople in a wide variety of industry verticals to make faster, smarter decisions. The team has executed analytics projects ranging from simple sales reports to development of complicated sales-projection simulator models, right through to high-level strategy formulation and incentive-compensation support services. Our team has experience of working on leading mainframe platforms, various credit bureaus and other data vendors, and world class tools such as SAS, Knowledge Seeker, Model Builder and Unica.

 

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We leverage primary and secondary research to facilitate development of well-founded sales strategy. Strategic plans are further refined in accordance with sales forecasts and budgets. Both forecasts and budgets are subjected to rigorous scrutiny to ensure that sales opportunity, and the resources needed to meet it, are being accurately assessed. Considerable inquiry is devoted to identifying key organizational drivers to sales force effectiveness. We also look outward to explore the efficacy of emerging sales force models and the feasibility of replicating them in client companies.

At Genpact, our use of advanced statistical methodologies enables us to identify behavioral traits of profitable customers, determine their potential lifetime value, and use that analysis to rank and retain the top 20 percent. We also identify and target potential customer segments for different products in the client’s portfolio. And we can assist in isolating customer targets that are least likely to respond to solicitations so energy and resources are not unduly applied to them. We explore what the optimal mix of promotional resources (free samples, speaker programs, dinners, etc.) should be, and the optimal number of sales reps and deployment by product line and territory. We further study the ideal frequency reps should call on and visit along with the sequence of products to be detailed and the message to be delivered.

Benchmarking and the creation of performance dashboards and other reporting tools enables us to aid clients in establishing territories that are performing better against sales forecast, and how the sales organization is stacking up versus competitors. Identification of key performance indicators, and ongoing measurement against them, allows for better goal setting as well as recognition and compensation of star performers. We use simulation techniques to determine things such as combinations of sales reps, products and territories that will offer the best likelihood of meeting forecasted targets, or compensation plan designs that will have the most motivating impact on various segments of the sales force.

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For a major insurer, Genpact developed a lead-prioritization strategy to increase its conversion rate from 3 percent to 5 percent. Improved the sales force “customer face time” of a healthcare business by 30 percent. Enabled a major consumer lender to realize a cross-sell opportunity that generated $20 million in incremental income. Developed an executive dashboard to track lost deals, untapped prospects, market share/volume, high/low performing region and sales representatives, attrition and sales experience for a major consumer lender.

 

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