BCG’s Sales Force Effectiveness Framework—with its pragmatic three-lens diagnosis based on six analytical instruments—is helping companies improve the performance of their sales staff.
The first lens or perspective is that of the senior management. The second lens looks at customer discovery. Finally, a quantitative commercial analysis lens assesses pricing and margin, sales force performance, and sales processes.
A series of workshops brings together sales managers and other company team members to provide transparency, identify opportunities for improvement, and define specific actions to take in areas such as pricing discipline, margin steering, and account planning. The framework clearly identifies steps that are crucial to goal realization, those that are recommended, and those that are of secondary importance.