Sales Process and Change Management

Understanding the strengths and weaknesses of the sales team will enable building products and equipment manufacturers to better focus their sales resources. Having the right people, in the right structure, in the right geography, selling to the right customers is the challenge in today's market.

FMI's Sales-Performance Assessment

FMI provides an objective, experience-based review of the manufacturer's sales effectiveness. This assessment may be an integral part of the overall Marketing and Sales Performance Improvement Process or may be a stand-alone project. This performance assessment looks at both the skills of the sales organization and the results achieved compared to direct and/or indirect market opportunity.

Benefits of Sales-Performance Assessment

The results of this sales performance assessment can provide valuable input in a number of areas such as:

• Sales-organization restructuring
• Sales-territory realignment analysis
• Sales-organization training/needs analysis
• Sales-management effectiveness
• Market-opportunity identification
• Best-of-class performance baselines

For more information about FMI's management-consulting services around sales process and change management, contact John Hughes at 919.785.9224.