Last post I argued that optimum B2B sales management system development includes setting visit activity rates as a benchmark, not a target. In other words, a level modest enough to be meaningful, but sets a minimum standard that must be achieved…not an upper end target. I then argued that in the same sense, the visit […]
Sales Team Optimisation Blog
The B2B sales organisation world is still roughly equally divided…those that measure their reps against a visit activity rate target…those that don’t. The pro’s… Focusses rep activity onto visiting to a specific numeric level “what gets measured gets done” culture Facilitates cross-team competitiveness , driving up this vital activity The con’s … A form of […]
Been thinking about your internal meaty sales process discussions around the setting of contact frequency for customers when you annually classify them using new CV – pv <current value; potential value> data? Our standard starting point for players within the mature B2B supplier type industry would be… Tier 1 = F2F monthly Tier 2= F2F […]
Last month we considered the common plight of the B2B sales organisation around getting the sales staff down the retail outlet end of the value chain to recommend their products preferentially against cheaper/inferior alternatives? I put it to you that the more the technical application knowledge and customer education aspect of the product in question, […]
The catch cry of many an upstream manufacturer, with a large and expensive mobile sales team, plying a retail focussed channel to market. A retail channel that will not provide exclusivity, leaving supplying manufacturers to slug out the share-of-wallet war at the retail coalface. The common answer and strategy of this scenario? Train the reps […]
“Some of my best customers don’t need to see me that often” With all that we, in the mature market B2B sales organisation world, have suffered since the GFC…and therefore should have learned over the 8 year period, in terms of the perceived commoditisation of many products and services markets, and the related decline of […]
Last month I completed my exhortations on your PiM ( Position in Market ) data pursuit. Now, the final tranche in this series on the data you need to collect to run your annual sales team optimisation – “time : task allocation data”. Remember from the start of this series… sales team member time to […]
Last week I completed my exhortations on your PiM < Position in Market > data pursuit. Now, a useful side deviation before we come back to the fifth and final critical tranche of data you need to collect to run your annual sales team optimisation – “time : task allocation data”. Remember from last week… […]
Last week I completed my exhortations on your CoV <cost of visit> data pursuit. Now onto the fourth critical tranche of data you need to collect to run your annual sales team optimisation – “PiM”. Remember from installment number 1 in this series… external position in market data…needs to include size/shape/structure of the sales team […]
Last week I completed my exhortations on your PV data pursuit. Now onto the third critical tranche of data you need to collect to run your annual sales team optimisation – “CoV” (Cost of Visit). Remember from instalment number 1 in this series… cost of sales/cost to serve/cost of visit/cost of minimum level face to […]