The effectiveness of a healthy sales organization requires an indepth knowledge of the value of a customer and the effort necessary to release it. A durable deployment plan includes this ratio and a focus on accounts warrant more resources and attention.

 

Proprietary program

Arcus has developed a proprietary program designed to systematically assess the sales organization and determine how best to deploy your sales and marketing resources. With our optimization strategy, resources from unproductive areas are re-applied to more valuable accounts, thereby maximizing the sales force's productivity.

 

Customer scoring and marginal rate of return methodologies

At the heart of our program are customer scoring and marginal rate of return methodologies which segments customers into one of four quadrants based on the relationship between the value each customer brings to the organization and the effort necessary to unlock that value. Our methodology will ensure a successful implementation of the sales force deployment strategy.

We expect the strategy to deliver the following tangible end benefits.

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Sales Deployment andTerritory Alignment

Some of the many pressing questions companies want answered successfully are: . - What is the best sales force structure and deployment to implement my sales and   marketing strategy? - How can I “do more with less” and increase sales force productivity and therefore my   Return on Investment? - How can we enhance customer coverage, increase performance and lower travel costs? - How do I minimize disruption and manage change effectively while resizing my sales   force? - How do I ensure resource utilization as well as personnel aspects of sales force   deployment resulting in rep buy-in and better acceptance?

 

Building Best-In-Class Selling Strategies

An example of our work is best illustrated in the success of recent client engagements. A technology client in a post merger situation needed to rationalize its product portfolio and align the sales organization to specific industries and skill sets of account managers. As a result of the realignment, the sales organization channelled its knowledge and expertise to sell product clusters that had the post potential in a shortlist of high growth industries.

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Strategies for profitable businesses

We start with the core customer need in each product category. Based on our strategic matrix, we align business strengths with product growth potential and the organizations sales and product knowledge and expertise. As a result of the alignment, the sales organization is more focussed on selling the right products to targeted industries. The approach has been implemented on over 100 client engagements and has delivered stellar results and high client satisfaction.

Better Results

Our focus is on executable strategies. We understand that clients expect results tangible results from their consulting partners. We have proven time and again that our proprietary strategy tools deliver 10% to 40% returns in the first year of an engagement with Arcus. More importantly, the returns are consistent year after year as the organization taps into the new found potential of the realignment and renewed strategic focus.

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We invite you to learn more about us by browsing this site, or by contacting Merril Mascarenhas at (416) 710-2727 or by email.