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Benchmarking Study for Sales Units

Conducting a benchmark study of the sales organization for a large company can be complex.

This document provides a benchmarking framework on how to align the cost components across the company's countries. Further, it provides an overall understanding of the relative size of each of the cost components and insights regarding differences in the relative performance across countries. Further, it highlights how to improve both the effectiveness and efficiency across the organization.

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Key Points

Key Questions Answered

  • Understand and align SG&A cost components across countries and group functions?
  • How to benchmark performance across countries?
  • How to define focus areas for analytical deep dives?
  • How to evaluate performance gaps and set cost reduction targets?