Last week I completed my exhortations on your CV data pursuit. Now onto the second critical tranche of data you need to collect to run your annual sales team optimisation- “PV”. Remember from installment number 1 in this series… PV (potential value)…for each customer and prospect, again top to bottom generate/collect the data representing each […]
Sales Team Optimisation Blog
Last week I delved into the CV <çurrent value> tranch of data you need to collect. And ended at the scenario you might find yourself in whereby you cannot access that data directly from your internal finance system or any channel intermediaries that on-sell your products/service to the end customer base. If this is your […]
Last week I defined the 5 critical tranches of data required to run your annual sales team optimisation analytics…to ensure maximum return on investment from your mobile sales team. Like most things, the “what” is the easy bit … The “how” much harder. Lets start with CV. Recall from last week the CV definition… CV […]
The 5 tranches of data you need to generate and collect to run your annual Sales Team Optimisation are: CV (current value)… across the entirety of your customer base, biggest goliath through to all your little rats and mice, generate/collect the data representing each customer’s revenue and margin contribution to your business in relation to […]
“a customer who buys our consumables but we are targeting to now buy our equipment” “a customer who left us, went to the opposition, but we are re-targeting because we heard they are not happy” “anyone the reps put into the pipeline tracker” These variable responses could just have easily come from three different companies […]
Recently I asserted that if you are in a mature/commodotising industry, B2B sales organisation environment, and have determined that you have a case to avert the preferable consolidated Sales exec role and structure along the lines of split specialty role types, then avoid common mores of splitting by hunters vs farmers. Rather split by front […]
Recently I asserted that if you are in a mature/commodotising industry, B2B sales organisation environment, and have determined that you have a case to avert the preferable consolidated Sales exec role and structure along the lines of split specialty role types, then avoid common mores of splitting by hunters vs farmers. Rather split by front […]
Regardless of your favourite football code….AFL, NRL, Soccer ….. we hear the head coaches talking in the media about the importance of the system, the processes, the structures in which they train and exhort their players to play. It should be no different for your B2B sales team. This notion should lead you to review […]
Last week I proposed that should you, following the B2B sales process I have outlined in this series, arrive at the beachhead that tells you to avoid creating hybrid roles <the preferred and default starting point of the debate> in your B2B sales team, rather create two role types. But avoid the classic farmers-vs-hunters segregation […]
Last post I proposed that if the ratio between the new back foot % time representing the activity base of the sales team is still more than 20% as a ratio against the front foot activity time %, ie: more than the equivalent of a day a week, then better to split the roles and […]