Human Resources

Sales Force Effectiveness

Driving Growth through Sales Force Effectiveness

Aon's Sales Force Effectiveness practice works with organizations to identify, prioritize and capture profitable revenue growth opportunities.

We combine expertise rooted in science that is objective and fact-based. Our combination of scientific rigor, technology innovations, and deep consulting expertise will provide your organization with a competitive advantage that is extraordinary.

Customer Targeting

Sales Organization Deployment

Talent Selection and Management

Sales Force Rewards

Our Solutions

Ignite Sales Management

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Aon’s Sales Leadership development program addresses an often-ignored population with immediate, out-of-the-box tools and training to create the highest impact within their organizations.

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Commercial Revenue Diagnostic

For organizations that have struggled with organic revenue growth but don’t know the root cause of the problem. Aon's Commercial Revenue Diagnostic identifies priority improvement opportunities.

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Customer Targeting

Targeting specific markets and customers is one of the primary growth, retention and profit levers for sales. It’s also one of the best ways to ensure that investments in sales resources are optimized.

Sales Potential Estimation

Proprietary statistical algorithms help clients predict total sales opportunity within customers. This is important when helping to target for new sales, further penetration or retention-focused programs.

Customer Segmentation

By grouping customers with common traits we can more effectively align the sales force to meet customers’ needs and improve a company’s value proposition.

Sales Organization Deployment

Sales Organization Deployment is a critical factor in improving revenue and decreasing cost of sales. Aon provides the basis for a structured, intelligent sales territory plan that puts the right skills in the right place to achieve strategic objectives.

Coverage Modeling

Best in class sales forces recognize that selling has evolved to a profession of specialists, requiring sales talent that aligns to specific skills, customers, channels, products and financial performance.

Sales Force Sizing

Sales force sizing, based on historical data analysis, market potential, future growth projections and historical productivity, ensures the right number of resources to achieve the business plan.

Talent Selection and Management

Attracting and retaining top sales talent provides an important growth and cost advantage over competitors. Sales and HR leaders must work together using the right tools to identify top sales talent and manage them through the employment lifecycle.

Selection Criteria

Hiring the right sales talent is the first step in growing revenue. Aon can help you develop job profiles and test candidates based on proven success factors to guide recruitment efforts.

Engagement

Improved engagement of the sales force can motivate productivity and reduce turnover. Aon is the world leader in developing engagement strategies across all segments and specialties of sales roles.

Sales Force Rewards

Rewards are the primary means of motivating salespeople. Incentive plans influence the activities and behaviors of salespeople and push them to higher levels of performance. Aon helps clients develop plans that direct sales behavior to execute strategy and achieve revenue goals.

Goals & Quotas

Successful companies develop specific, targeted, and achievable performance objectives to align sales performance with territory potential, the business plan and sales strategy.

Sales Compensation

Aon has designed and implemented thousands of sales compensation plans based on our proprietary survey data, our clients' strategy, and sound behavioral science.

Thought Leadership & Case Studies