SALES FORCE DESIGN

 Stephen specializes in developing the most efficient and effective sales force design for your business.  This ranges from finalizing the number of sales territories and managers to developing the overall sales function structure 

Stephen also provides expertise in determining which accounts your sales team should cover and how many resources are needed.  His approach utilizes workload break-even modelling, taking into account your company's:

​Account Segmentation & Impact, Resource Mix & Capacities, Call Procedures, & Channel Focus

 Stephen also provides a unique methodology to designing the most efficient sales territories.  Using mapping software and workload analysis, his collaborative approach ensures the best routing structure for your sales team 

 With over 70 studies in almost every state in the US and every province in Canada, Stephen has worked with the largest suppliers and distributors in the Beverage Alcohol industry

Prior to becoming an independent consultant in 2002 he was a consultant at Towers Perrin (Watson) in Toronto with similar project focus and broader industry exposure