07 Jul 2016

Managing your sales team like an asset part 3 – Are you managing a sales team or a sales system?

Picking up from where we left off last month and continuing this discussion further…

Given my exhortation to manage a sales system, in which the optimised sales team should operate, rather than simply managing the sales team, the other way to think about this equation, honours the notion that you are managing RoI from a valuable asset. Think about this equation like an accounting equation, where the left hand side = the right hand side.

Also think about your role as leader and managing your system as a process, vis-à-vis this equation…

• INPUTS = OUTPUTS … to get OUTCOMES

And…

• EFFICIENCY = EFFECTIVENESS … to get the most from your RESOURCE

And…

• CAPACITY = UTILISATION … to get REALISATION

And…

• SUPPLY = DEMAND … to get LEVERAGE

And…

• INVESTMENT = PRODUCTIVITY … to get RoI

 

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