Dictionary
Cost efficiency - sales department
The following questions (resp. answers to them) give first hints whether there is the need of optimization in your sales department.- When have size and repartition of the selling regions last been checked with a view to their suitableness ?
- # Have you taken into consideration eventual changes with the clients, e. g. globalization, concentration, etc. by changing the sales structure accordingly ?
With regard to international regions this needs special reflection - anyway !!- Do you possess of up-to-date key figures allowing - besides of a control of the results - an input-based (self-)guidance of the selling team ?
- Do you make use of meaningful customer-success-calculations in order to evaluate clients and do you consequently adapt the handling of the individual client categories/market segments ?
- How big is the portion of the real selling time related to the total working time of the sales staff ?
- Have you tested whether you can discharge your staff by outsourcing specific sales and marketing-related tasks?
- Which cost savings sould be possible when looking at the side cost - travelling, entertainment, etc. ?
- Does the remuneration package further cost saving in the selling field ?
- Do you work on lowering the transaction cost in order to bind the client possibly due to the advantage resulting therefrom ?
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