Salesforce Measurement – it does matter!

As featured in the December 2007 issue of “Franchising Focus”, the official newsletter of Deacons Franchising.
Deacons Law Firm represents over 200 franchise systems across all industries, and is Australia’s premier national franchising group.
The old adage “what gets measured, gets done”, is never more pertinent than when describing an organisation’s salesforce activities.
As the cost of running [...]

What should “salesforce effectiveness” mean?

Too often corporate salesforce effectiveness translates into putting sales staff through a one-size-fits-all sales training course, buying them all Blackberrys, bring them together for a sales conference gee-up, or launching a new sales incentive…. all potentially laudable initiatives IF they form part of a focussed and process oriented pursuit of on-going improvement.
A crucial understanding often [...]

Sales management golden rules

Sales management golden rules underpinning the salesforce reporting & measurement tool

Sales effectiveness is very often highly related to planning visits, executing to the plan and then assessing the reality and reasons associated with deviations to plan
Planning visits to maximise time in geographic zones, to minimise driving time nearly always contibutes to improved profitability
Having absolute clarity [...]

Australian Chief Executive – July 2002 Article

CRM software and sales-force effectiveness