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- Level 1. Assess current performance
- Level 2. Streamline order-to-delivery process
- Level 3. Set value chain sales strategy and process
- Level 4. Optimise sales team cost effectiveness
- Level 5. Focus sales / service measurement
- Level 6. Facilitate benchmarking
- Level 7. Define best practices
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Level 6. Facilitate benchmarking
The Scoreboard development (Level 5) is very individual Sales Exec oriented. It is a consistent model of scoreboarding, but each Sales Exec has his/her own unique scoreboard and set of associated unique activity and productivity benchmarks. To gain the benefit of benchmarking across the members of the Sales Team, the scoreboard model needs to be tipped on its side………..so that the metrics are cut and diced by each measure, rather than by each member. This way you can league table, top performer to bottom, all members of the team for each specific indicator.
