Introduction

Customers have high expectations. They demand and expect services to be customised for them and they expect a great customer experience. The effectiveness of your sales force will depend on how you respond to these challenges to deliver a valuable service to your customers.

Challenges are coming from other places too: the emergence of new channels to market, digitalisation, new ways of financing assets, demands for greater transparency over commissions, to name just a few.

Richmond’s 4-step evaluation model has been used successfully by our clients to help improve their sales force effectiveness and respond to these challenges.

Further information

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