×

To view this content in its entirety please complete the form below.

First Name
Last Name
Country
Company
Title
Aon group companies will use your personal information to contact you from time to time about other products, services and events that we feel may be of interest to you.  All personal information is collected and used in accordance with our privacy statement.
 
Please click here to manage your communication preferences
Thank you!
Error - something went wrong!
   

Powering Sales Force Effectiveness at a Specialist Manufacturing Company

Grounding the Sales Organization in Robust Competencies

A specialist manufacturing company recognized that it needed to better understand and to then optimize its sales organization. Sales growth had stalled, and it was faced with a more complex sales environment. This case study explores the steps the business took to improve its sales force effectiveness.

The business knew that it had limited understanding of the drivers behind sales success or how to best optimize its sales force and so set out to analyze its current sales organization with a goal of building on this. Ultimately it wanted to augment the sales structure and activities and to make sure the right people were employed.

The company worked with Aon to examine the current tasks, priorities and focus of the sales force. With job titles giving little insight into job roles, a streamlined set of job groupings and a sales competency model were designed. This formed the backbone for the entire sales force effectiveness project. It touched hiring, development and career processes as well as infrastructure, focus and priorities.

Within a year the project supported:

  • 7% growth in global sales.
  • 21% upturn in revenue growth in the focused geographical area.
  • 9% increase in sales margin.
  • 12% growth in sales revenue per person.
  • Clearer focus for employees.
  • Robust information for hiring, development and career decisions.

Find out more about online assessment, defining job requirements and paperless assessment centers.

About the Author

Aon creates smart measurement solutions with valid and innovative online assessment products. Aon is globally the preferred partner for organisations who demand the best.

Follow on Linkedin Visit Website More Content by Aon's Assessment Solutions
Previous Flipbook
Streamlining Assessment to Demonstrate ROI at Ericsson
Streamlining Assessment to Demonstrate ROI at Ericsson

Aon's Assessment Solutions offers best-practice Talent Assessment. Aon supported Ericsson at increasing the...

NEXT FEATURE
Gamified Assessment, Video Interviewing and Digital Readiness. Meet us at EAWOP.
Gamified Assessment, Video Interviewing and Digital Readiness. Meet us at EAWOP.

Find out what we are presenting at EAWOP 2019: the developments in gamified assessment; how video assessmen...

Subscribe to our talentNews

Subscribe