A sales force is the lifeblood of any business. It follows, then, that enhancing the effectiveness of this entity is often a key imperative for senior managers. As the Asia Pacific head for sales performance at global consulting firm Mercer, Ralph Grimse spends much of his time advising companies on how best to achieve this.
What exactly does the sales performance division offer in terms of its services?
Our services range from helping an organisation design a sales force, to helping them figure out who to hire, and how those people should be deployed against various sets of customers. Through our alliance with Miller Heiman, we also advise on how to train a sales force.
How did the relationship with Miller Heiman come about?
In 2008, we sought to develop a more robust sales culture, so we went to market and looked at various sales training and methodology