Sales Efficiency Optimization at a Consumer Goods Manufacturer
Challenge
An external benchmarking exercise had revealed comparatively very high sales costs (as a % of revenue)
Approach
Identification and quantification of key efficiency levers:
Assessment of consolidation opportunities for foreign entities through analysis of the customer base and duplications in country organizations
Uncovering of systemic deficiencies in the incentive system through evaluation of salary structures and commission components
Focus on value-creating activities through measurement of time spent per activity per role and recommendation of activity redistribution
Reduction of unnecessary margin dilution through analysis of rebate usage and modeling of savings potential vs. revenue loss risk
Derivation of concrete action plans (task packages, responsibilities, timelines)
Result
Measures with an estimated single-digit million earnings effect