Sales & Distribution Research

Sales Force Management Audit.

A systemic examination to understand sales force effectiveness drivers (size and structure, recruitment, training, compensation, etc.) and performance of a company’s sales force management.

  • What we do:

    • Sales Strategy & Planning Evaluation: We assess the sales strategy’s alignment with overall company objectives, as well as the structure, roles, and responsibilities of the sales team.
    • Performance Metrics & KPIs: We review the key performance indicators (KPIs) and metrics used to assess the sales team’s success. Ensure that these indicators are consistent with the broader company objectives.
    • Sales Process & Compensation Evaluation: Examine the whole sales process, from lead creation to closing deals. We also examine the sales compensation structure and incentive programs to verify that they encourage and reward the sales staff appropriately.
    • Communication & Collaboration: Assess interactions inside the sales team and between sales and other departments. Further, we determine how successfully collaboration is fostered in achieving common goals.

  • Our Work:

    • Through interviews with salespersons and their supervisors, we systematically addressed expectation gaps and identified obstacles. This insightful research laid the foundation for refining job roles and developing a coaching-based learning method.
    • We assisted one of Indonesia’s leading banks in determining the ideal workload for its sales team.
Related Services.
Go-To-Market Mapping

Go-To-Market Mapping

Mapping all go-to-market routes to prioritize and strategize channels, from product creation to sales and distribution.

Retail Cencus / Audit

Retail Cencus / Audit

Conducting audits on product availability/visibility to enhance management effectiveness and ensure sustainable service quality improvements.

More Research Services.

We not only display detailed data with high accuracy, but also look at it from a helicopter view to find blind spots and interesting insights behind existing data sets. With a variety of research methodologies to choose from, we are also committed to providing the best alternative research methods to suit client needs

Measuring the performance of advertisements that have been launched by considering performance targets and return expectations, digitally and conventionally

With the blind taste test method, we provide objective product evaluation, ensuring quality and suitability to consumer preferences.

Evaluate brand strength through mapping brand position in consumers' minds, brand funnel, to brand health from the customer's perspective

With car clinic, we provide immersive product testing, enabling accurate simulation of the consumer consideration process.

Increase understanding of consumer behavior and preferences across segments, starting from the first touchpoint to the end of the customer journey

Assessing service performance from the customer's perspective through mystery shopping, index measurement, and loyalty level testing.

Determining business feasibility by measuring changes in customers, level of competition, market size and market growth.

Finding the right combination of product value and selling price by monitoring prices, measuring sensitivity, and testing product concepts

Monitoring the performance of the distribution system to the sales force, using observation methods and interviews with related parties to get a 360 degree view

Monitoring public perceptions and satisfaction with various public facilities and services, to increase public trust from time to time

Evaluate the company's reputation from an external & internal perspective to determine interest in joining from the job market to the loyalty of existing employees

To create a great customer experience, we conduct UI/UX testing and provide recommendations based on data and best practices.

 

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