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Our flagship business publication has been defining and informing the senior-management agenda since Our learning programs help organizations accelerate growth by unlocking their people's potential. Sales reps are most effective when they have the right amount of support, but exactly how much support staff does a company need, and how should the support be structured? But get it just right, and your sales efforts can drive productivity and growth. Our analysis indicates the answer is yes. By looking at detailed sales data from 40 companies in technology-related industries, we have identified guidelines for how much and what types of sales support and management are optimal.
This includes all non-quota-carrying roles in the organization: customer-facing support, sales operations and administration, and sales management.
Evaluating our sample set of companies in hardware, machinery, industrial equipment, and information and communications technology, we have found a wide disparity in the amount of sales support that organizations employ. The efficiency of their sales departments, as measured by sales ROI 1 also varies widely: the top 25 percent of companies we analyzed boast a sales ROI more than twice that of the bottom 25 percent. And these top performers have a 30 percent higher level of sales support than the rest of the companies. In fact, however, most of the companies with 60 to 80 percent sales-support ratios are in the bottom 75 percent range of sales ROI.
We found that devoting 50 - 60 percent of sales employees to support functions is optimal. Many companies with low sales ROI devote fewer than 30 percent of their sales employees to support functions see Exhibit. Sales efficiency benefits from high support levels in two ways.
Finance Bundling and Finance Transformation: Shared Services Next Level - Google книги
First, support frees up front-line sales employees to be more productive. Consider that a typical sales rep at one of the top companies we analyzed generates USD 5. Second, companies in the sweet spot of support have greater cost efficiency for their entire sales organization because sales support staff are usually paid less than front-line sales reps. The makeup of sales support is just as important as its quantity. Ralf P.
More than , employees in this Sector generate a business volume of around 20 billion Euro and enable a leading market position. The Industry Sector of Siemens is one of the key customers of Siemens Global Shared Services and supports the idea of centralizing specific processes in order to generate value for the entire Siemens company.
This interview will investigate the relationship of a Shared Services Organization with its governance function, in the case of Siemens Corporate Finance. Its purpose is to summarize both the strategic challenges addressed by the project as well as the key cornerstones of its successful implementation. It thus provides insights and guidance on the inception and completion of large-scale project in the field of optimizing a regional finance organization with special regard to shared services. During an implementation of Shared Services the impact on organizational change is quite often underestimated and the transformation management not properly setup.
Numerous studies have reported on the virtues of shared services—especially cost reduction and quality improvement. Process standardization plays a prominent role in strategies to deliver those benefits. This chapter reviews previous research on process standardization and shared services to outline how unbalanced standardization causes shared service centers to transition into less effective service delivery modes.
Mainly from to , Siemens drove a comprehensive global infrastructure bundling program. As a major part of that program, more than transition projects were conducted in the area of transactional accounting. Thus, he also knows the business from the angle of those to whom the Siemens Shared Services organization provides the services. Over the past two decades Shared Services have become established globally as an organizational model for the delivery of administrative support processes.
While the initial focus was on finance processes, companies started applying the model also to IT, HR, procurement, and real estate; just to mention some. One of the most difficult tasks shared services managers face is measuring and demonstrating value returned to their stakeholders. How can the value of Shared Services be measured, specifically in terms that are quantifiable and meaningful to customers and senior management? Why faces bottom pp. Like the offensive documents in the Imponderables? Dave's responsible, and available, jQuery.
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