Sales Force Effectiveness

Gallup Consulting's Sales Force Effectiveness practice focuses on increasing top- and bottom-line financial results. Our consultants work with corporate executives and sales managers to assess complex sales challenges and deliver total solutions that yield sustainable results. These include:

• building a positive workplace that promotes employee engagement and encourages talented salespeople to attain high performance targets
• setting the right business expectations and measuring performance for each sales professional
• rewarding superior sales performance by giving the highest pay and recognition to salespeople and sales managers who achieve superior performances
• studying top sales performers and sales managers to benchmark best practices
• investing in the best by developing the talents and strengths of top salespeople and sales managers
• consistently sourcing and selecting sales professionals who will sell more, develop engaged customers, and stay longer
• consistently attracting, promoting, and developing sales managers who will attract, develop, and retain high sales performers

Gallup Consulting has helped sales organisations meet these challenges for more than five decades. Our sales management strategies are solidly grounded in more than 50 years of intensive study and work with top-performing sales forces, including in-depth interviews with more than 250,000 sales representatives and 25,000 sales managers.

"In the course of our work we have studied sales forces for some of the best companies, companies that have carefully recruited and selected their representatives. Even in the best companies, we found that 35 percent of the sales force did not have the talents necessary to achieve acceptable results predictably. This rather considerable group -- one of every three salespeople out there -- is consistently in the bottom half of the performance curve." -- Benson Smith and Tony Rutigliano -- Discover Your Sales Strengths (Warner Books, 2003)

Our consultants work closely with organisation leaders to understand their current selling processes and uncover actions that will improve them while ensuring the solutions are compatible with the organisation's strategic plan. We have a comprehensive understanding of how individual employee and manager strengths relate to crucial business outcomes such as retention, profit, sales productivity, and customer engagement.

Gallup Consulting has the resources and experience to support organisations that seek to improve their business performance by developing better leaders, more profitable customers, and more productive employees. Our successes demonstrate our effective consulting and performance improvement solutions.

Contact us to learn more about how we can help you or your organisation achieve higher levels of performance.