Project Description

ECA Case Study: Project Staffing

Sales Force Effectiveness Consultant

Footwear & Apparel Co.

Location:
San Diego, CA

Seniority:
Manager Level

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Project Details

Client / Situation
  • Our client, a global leader in golf footwear and apparel, sought support in evaluating their current sales organization
  • The ideal consultant must be knowledgeable about best practices in sales organization and processes, especially in consumer products and/or retail
Objectives / Results Achieved
  • Evaluated current sales organization (~50 sales reps servicing ~5K accounts, of which ~3K drive ~95% of the business), processes, and systems
  • Conducted gap analysis vs. ideal future state
  • Identified quick wins and long-term solutions to optimize sales org and overcome current constraints

ECA’s Consumer & Retail Practice Lead

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