Sales Force Effectiveness Initiatives – Impact Worth the Investment

The sales force remains one of the largest single expense lines for companies, and sales leaders continually struggle with measuring the value and return on investment in sales force effectiveness initiatives.

To quantify and better understand the impact of sales force effectiveness (SFE) initiatives, ZS Associates launched the Explorer Study to answer the elusive question, “What is the impact of investing in SFE initiatives?” ZS mapped the potential benefits available to companies from SFE initiatives. Importantly, engaging programmatically across a series of SFE categories can yield impressive results – from 9 to 23 percent. Even focusing on just one SFE category can improve performance metrics, such as revenue, profitability or sales force activity.

The bottom line: Companies that don’t invest in SFE are likely leaving money on the table.
Join us for this webinar and learn:

• The impact sales force effectiveness initiatives can have on sales and profit growth
• How to articulate the business case for SFE investments
• Key factors that determine how big the benefits could be for your company

Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Speaker: Namita Kalyan, Associate Principal, ZS Associates
Marshall Solem, Principal, ZS Associates