It is no secret that the performance of sales representative has a critical influence on revenues as the sales department is the crucial interface of a consumer goods producer with its customers. Nevertheless, working methodologies of sales forces in most companies do not reflect this important relationship.

Although key account structures, new incentive systems, visiting reports and laptops have been adopted, performance of sales representatives still varies significantly. The result is enormous inefficiencies and loss of revenues.

So how can the output of an underperforming employee be improved? And which levers can a well-performing sales force use in order to further improve its output?

The OC&C Sales Study 2009 provides optimisation levers for better sales management and offers measures for sales force improvements. The result: short- and long-term revenue increase!

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