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Sales force effectiveness 02 February 2012

Cette étude est disponible uniquement en anglais. This joint Efma-BCG study confirmed that sales force effectiveness is a crucial subject for banks in Europe in the current crisis environment, expecting significant revenue impact potential from implementing successful sales force effectiveness programs. BCG has identified several levers that together form a comprehensive sales force effectiveness program reaching from levers to focus the sales force by the means of incentives, coaching and performance management over to classic sales process management to ensuring organizational alignment to support sales force effectiveness. BCG experience has shown that some of these levers can yield significant results in a relatively short term while others require more investments in time, funding or both. However, a comprehensive change program is required for a sustainable step-change in overall sales force effectiveness. It is important to note that sales force effectiveness is a continuous journey. The bar has been continuously raised over the past decade, due to changes in competitor best practices and new technological possibilities. We explore in this report how changes in the multichannel environment have enabled many improvements in past years.
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