Consultants suggest how to maximize the lifetime value of your sales force

21st March 2019 |   Journal Of Sales Transformation

A recent paper from consultants McKinsey & Co suggest that forward-looking sales leaders can use analytics to enhance performance management by using data to directly link talent management to increased financial value. Authors Eric Buesing, Alexander DiLeonardo, Maria Valdivieso De Uster and Ben Vonwiller suggest companies can apply similar techniques used to calculate long-term customer value to measuring the value of individual members of the sales team.

Writing in “Maximize the lifetime value of your sales force”, the authors claim this approach can drive up to a 10-20% revenue increase per salesperson and reduce attrition rates by double digits.