Smarter segmentation of sales force

Abstract

Salesforce is one of the most important links between Companies and customers where monetary transactions happens, and company’s performance is decided. So, it’s effective management with optimal segmentation is one of the most important functions on operational and strategic front. Salesforce which has paramount importance in an organization level intrigued us in to studying the basics of salesforce with a deeper understanding of salesforce design in some of the multinational companies like Microsoft, Hindustan Unilever, Paytm, Marico and Maruti Suzuki. During this entire journey, we understood the flow of the business with respect to the salesforce, identified some of the key challenges with the salesforce design and structure and suggested recommendations which could be incorporated in to the salesforce to improve the existing functionality.