increase the value of a sales force
TRANSCRIPT
© i-snapshot 2010
Sales activity is like a diamond. The
higher the clarity the more it is worth
© i-snapshot 2010
So, you have an outside sales
force?
© i-snapshot 2010
Expensiveto run?
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Not just the salaries.
What about cost of sickness and
holiday?
And then there is, training, expenses, insurance, car allowance……
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You’ll need to get the maximumReturn On this Investment
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But how?
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Effective SRM………
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“SR what?” I hear you say
Effective Sales Resource Management…..
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The management of the resources
of a sales team……..
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Which
products, marke
ts and customer
types are your teams
focusing on?
Are they the right ones?
© i-snapshot 2010
“The right ones?” I hear you say.
You know….. the
ones which the
business needs
them to focus on?
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Or are they focusing on the ones
they are most comfortablewith?
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How are individuals
performing? Are they
hitting the right numbersacross your sales process?
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And when would you findout?
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End of the month?
Quarter? Year?........
When its too late?
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“Effective SRM” I said…….so no.
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You would know that
minute, ho
ur or day.
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So how do you
measure
success?
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Sales? Orders? Revenue?
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“No. Effective SRM” I said
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It’ll be too late to do anything using
those metrics from the
past
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You need indicators so you can make a
difference to the present…..
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You need
Key Performance
Indicators
You know….. the steps leading up to
an outcome
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Do you
want
examples?
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Number of selling
opportunities made that
morning
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Number of accounts not
visited this week
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Number of visits where a particular
product was demonstrated
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That is just a tiny taster……
There are hundreds of SRM
KPIs to choose from….
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But it all depends on what your
business goals and
objectives are…..
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Do you need
to….
Grow product
range?
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Or maybe enter new markets?
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Increase spend from
existing accounts?
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So…..
how do you influence and
measure your teams
commitment to the wider
business strategy?
© i-snapshot 2010
you see……. visibility is key
© i-snapshot 2010
Sales activity is like a diamond. The
higher the clarity the more it is worth
© i-snapshot 2010
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