Last week I floated the notion that most Australian B2B sales organisations struggle to profile their customer base, top to bottom, with good profiling data that can be used to assess the potential value of each customer against each other, as vital input to sales team targeting. Gold standard PV (Potential Value data)…… the holy […]

I challenge any self respecting Australian B2B Head of Sales to look themselves in the mirror and say he/she would not want their full customer base profiled to include reasonably accurate PV (potential value data).  Just a quick refresher………….PV is the flipside of the CV (current value data) coin.  In most simple terms, if one […]

Back to our bedevilled Head of Sales from last week, scratching her head from inconclusive answers to questions about why visit activity rates were 24% below than that which all members of the Sales Team committed to average.  She was on the right track….probing, enquiring, investigating.  She just inadvertently booby trapped her right track by […]

Sales team optimisation and the challenge of visit productivity “At the start of the year we all (the whole sales team) agreed we could average 5 visits a day; 4.5 days per week.  50 minutes per visit on average; 25 minutes between visits.  With a bit of flex to round out the day; half a […]