Reorganize your B2B sales force and increase sales!

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Top B2B commercial executives: “Reorganizing the B2B sales force and moving closer to our customers have been our most important actions in order to increase sales'”

(Source: Sales Guard’s B2B Commercial Executive Survey 2016/2017)

When asked about which single action had the most positive impact on sales for existing B2B accounts in the last two years, commercial executives at large Scandinavian corporations point to reorganizing their sales force. Some say that dividing their sales force into smaller units, enabling their sales people to focus on specific customer segments or products, raised sales for existing accounts – whereas others experienced sales growth after bringing in new sales people, simplifying communication and responsibility lines or removing administrative tasks from the sales peoples’ desks.
Apart from restructuring their sales force, commercial executives also experience increased sales after implementing “closer-to-the-customer initiatives” or supplying their sales people with new digital sales tools such as CRM systems or different types of analytical/calculation tools.
Furthermore, some exporters say that introducing new products and continuously working with product development has been the primary reason for sales growth among existing customers.


Chart 1: In the last two years, which single action has had the most positive impact on sales for your existing B2B accounts?


Commercial executives on which single action had the most positive impact on sales:


About the survey
Sales Guard’s B2B Commercial Executives Survey uncovers best practice within the area of B2B upsell strategies, sales management and customer relationship management among the biggest Scandinavian corporations.
The survey was conducted in the period of July–December 2016 among 249 commercial Executives in Norway, Sweden and Denmark. Interviews in local languages were done by telephone from Aalund Research Center in Aarhus, Denmark.
Main conclusions are published in a series of newsletters on www.salesguard.com in the period of January–July 2017.

Survey sample

Denmark & International

Morten Mau Kai

Managing Director

mk@aalund.com

+45 33 45 84 89

Norway

Gudbrand Gråbak

Market Director

gg@aalund.com

+47 90 54 94 12

Sweden & Finland

Markus Sjöholm

Market Director

ms@aalund.com

+46 735 32 58 95