Tackle the hard issue: Field Sales Optimisation

A common problem facing many of our clients is the need to improve the performance of their sales force in tough economic times. Generating sales growth is increasingly difficult as key customers tighten their purchase behaviour, yet sales teams are expected to increase yield. These pressures make it necessary to implement strategies that allow your team to find growth within a shrinking market where major retailers are limiting choice. Territorial expansion opens up new selling opportunities, but creates additional costs at a time of cost cutting. Budget need not be the sole determinant of your success rate; it all boils down to one critical action point; driving more sales from the same effort through field sales optimisation.

Sales optimisation strategies are successful when companies can ensure that their sales force get to the right places, with the right products, the right offers and the right promotional mix. Most commonly, businesses prioritise their future efforts based on last year’s sales. Ranking and segmenting your customer base this way can be problematic in changing times as history is not the best indicator of the future. At Clutch, we work with our clients to develop actionable sales strategies enabling their team to thrive. Clutch utilises an accurate and measurable framework that forecasts market demand, allowing our clients to focus on territorial or customer opportunities that will generate more ROI.

Focussing your team and getting ahead of your competitors

Set yourself apart, and gain competitive advantage by knowing where you can sell more. This knowledge can be derived from accurate forecasting measures that allow your team to focus on growth opportunities ahead of your competitors. Forecasting true demand from local area is a major variable that is beyond the control of most sales forces, and this demand is precisely what Clutch measures. Backed by more than 30 years of research, and based on a measurement of 8.4 million Australian households, Clutch makes this simple by analysing the sales performance from every distribution point or customer record, against local market characteristics to reveal the core drivers of future success.

Location analysis enables your team to exert their effort according to sales demand. By isolating the type of local demand that drives your sales, Clutch identifies potential new areas where similar demand levels exist, which highlights territories and customers that may be underperforming against that demand. This allows us to identify your greatest growth opportunities, which means that your team can focus their efforts on areas with the greatest sales potential.

Drive sales yield by selling the right products supported by the most effective promotional offers that are targeted specifically to each customer or sales territory. You don’t necessarily need to re-invest in high-tech solutions in order to optimise your sales team, but you do need to ensure that your offers align with customers in the right area. Clutch specialises in business and consumer behaviour so we make it our business to get to know your customers, and what drives your sales and growth rates. We ensure that your sales team, your products and your promotional efforts are effective.

Our accurate and predictive framework enables you to deliver better results, faster and at lower costs to your business. Clutch provides clear priorities as to where your sales team should be focusing their efforts and what messages will increase their yield. Our forecasting accuracy allows us to deliver objective and unbiased knowledge that enables you to increase ROI, lower your costs, saving you time and money.

As the field sales optimisation solution, Clutch ensures that you and your team are selling in the right places, with the right offers and through the right promotional mix. You can sleep easy knowing your team is generating greater ROI. The improvements to your bottom line will speak for themselves.