Invest Your Sales Resources to Drive the Highest, Most Profitable Sales
One of the biggest challenges facing companies today is the increasing demands and ‘cost to serve’ of ever more powerful customers. The pressure to spend more money and resources on key accounts has never been stronger, nor has the resulting pressure on margins and the bottom line. It is crucial that organizations understand both ROI on their total spending and are able to assess and measure “true” account profitability. With this insight, the right investment plan can be crafted and implemented.
Questions:
- Is my trade spend too high? Yielding a return?
- Am I investing all of my sales resources in the right way?
- Who are my most and least profitable accounts?
Deliverable:
A Strategic Account Sales Investment Plan which optimizes the amount and mix of pricing/trade spending, sales and support resources, and all other costs aligned to each key customer, based upon “true” account profitability.