An organisation’s sales force is a key driver of customer acquisition, up-selling and churn minimisation. However, the sales force is also a significant expense for an organisation. Therefore, considerable value can be generated by structuring the sales force in an optimal fashion. Historically the main issue in performing analysis to determine the optimal structure was being able to unravel the historical experience of individual sales force members from other influences, such as the mix of existing customers, seasonality and demographics in an area. Using actuarial techniques, Quantium can disentangle these other factors to determine the key impact individual sales force members have had and thus answer questions such as:
Once the key factors are understood, it is possible to test different scenarios of sales force structures to determine their impact on key financial metrics.
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