Optimization projects pinpoint where clients can improve current go-to-market processes and programs.

Optimization projects help clients increase sales results by improving the performance of the current selling assets. We quantify the amount of time current sales assets actually devote to customer coverage. We calculate the real value of a sales hour. We determine how this compares to select benchmark companies and our clients’ desired sales strategy. In this way, we help our clients identify opportunities to:

	Increase the amount of available sales time
	Increase the sales throughput
	Optimize cost of customer coverage resources to maximize sales yield

We help increase sales yield by ensuring available selling time is used very efficiently and effectively. We do this by examining sales processes, buying processes, sales costs, channel supplements (e.g., telemarketing or tele-service), programs to improve seller focus (e.g. sales compensation) and seller effectiveness (e.g., role of the first line manager in performance coaching).

AGI can help clients optimize all aspects of the sales coverage equation. Optimization projects frequently encompass change in several of the following areas:

	Selecting and Deploying Supplemental Sales Channels
	Sizing and Deploying Overlay Sales Jobs
	Defining New Customer Coverage Protocols and Selling Processes
	Building New and Improved Performance Management and Metrics
	Allocating Sales Quotas Based On Sales Potential
	Building First Line Manager Coaching Capabilities
	Implementing New Sales Compensation Programs