Technology

Pre-empting Competitor Field Sales Campaigns

  • The Challenge:
    A major technology company wanted to map the deployment, strength, and effectiveness of its competitors’ field and telesales teams across the UK.
  • The ChrisalysWorks Edge:
    Public-domain data offers no visibility into real-time field operations. We conducted interviews with competitors’ sales staff, area managers, and operational units. This human-source approach successfully secured the operational and performance data sought by the client.
  • Benefits Delivered:
    The client received a comprehensive breakdown of competitors’ sales management structures, current headcount, and regional deployments. We also detailed their seasonal campaign plans, associated KPIs, and the exact commission structures and bonus schemes used to reward their sales teams.
  • The Outcome:
    Receiving advanced notice of competitor campaigns allowed the client to adjust the timing of their own regional marketing efforts to outsmart rivals. Additionally, the client restructured its own remuneration scheme based on our insights to better attract and retain top sales professionals, and an ongoing competitor tracking system was established to maintain this early warning capability.

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