CASE STUDY SALES EFFECTIVENESS THE CHALLENGE A distributor and processor of nutraceutical ingredients was beginning to experience sales growth that lagged the industry the company has potential for improving the sales however, the sales management and sales strategy are not in the appropriate level, our aim following the suggestions bellow to establish a sales strategy a action plan for helping the organization to improve the sales effectiveness. It was clear to the CEO that his sales force was leaving opportunities on the table the sales strategy action plan must be focused on improving the sales force. With the possible exception of a few sales reps, they just weren't engaged well enough with existing or prospective customers to win their fair share of the business. It is clear with the case study that the main area for improvement is the sales rep. THE SOLUTION Typical urgent priority ways to drive sales effectiveness Everett Hill performed a sales effectiveness diagnostic, then led the prioritized execution of the solutions, which included: We have the solution actions as are defined bellow and based on these actions and from the table of the Typical "urgent priority" ways to drive sales effectiveness you must select and develop the approriate detail actions. We have to match the solutions with the appropeiate ways from the table of Typical "urgent priority" ways to drive sales effectiveness Strengthening and redefining the accountabilities of the customer service organization, enabling the field sales reps to spend more time in front of customers. For example Install a disciplined prospect qualification process why because we will improve the approach of the sales rep with the customer. Installa disciplined prospect qualification process Create a differentiated value proposition for eachimportant customer segment . Rebalance resize sales territories Improving the coaching skills of sales management. Improve sales manager skills and management routines Sales managers will have a training for Sales Stratregy with Aim to improve their management approach, additionally Could have a training for leadership Improve and audit the procedure of the sales management Improve sales manager skills and management routines Better align sales rep performance metrics with sales strategy Improve quality and frequency of sales rep coaching Apply performance management discipline Clarify roles and accountability in handoffs to customerservice Establish pipeline/funnel management fundamentals Standardize sales manager span of control Enhancing the capabilities of inside sales, freeing the field sales reps to focus on the largest opportunities. Streamline pricing decisions Developing better information sharing tools, including a CRM solution to manage inter- departmental workflow. We have 4 solutions to develop 200 words each and 100 words for the introduction and 100 words for the conclusions We must use at least 7 references with the appropriate citations. Please, do not submit an assignment without references and citations! You can use the case study notes for your references but using always the Harvard reference system