Sales management golden rules underpinning the salesforce reporting & measurement tool

  • Sales effectiveness is very often highly related to planning visits, executing to the plan and then assessing the reality and reasons associated with deviations to plan
  • Planning visits to maximise time in geographic zones, to minimise driving time nearly always contibutes to improved profitability
  • Having absolute clarity with colleagues using other sales communication channels in the overall sales growth effort (eg telesales, distributors, direct marketing) as to who is responsible for which customers in the same territory is critical
  • Objective, scientific and rigourous forms of classification focus targeted visit activity to maximise return-on-effort
  • Always know the answer to the question…. “ What is the nature of the partnership channel program you are executing collaboratively with your clients” and optimise the ratio of the associated type of client visit against other types of client visits undertaken
  • Get the “right product:right solution” bit right….each time
  • Always make/confirm your next visit and its purpose before leaving “todays” ….after all, if you are a “program director” then its almost obvious that there will be a regularity of visitation. The regularity should be based on the classification and associated visit frequency guidelines for each customer on the “farm”
  • Always have a very specific list of prospects that you are hunting through the “jungle” at any point in time….and hunt them through the jungle following a progression program
  • Measure, gazette, analyse for trends, benchmark, define best practices, wrap reward and rectification around….good measurement frameworks are wondrous things!

Maintain the rage on your 1:5:1 success formula

  • Optimise and streamline the sales execs role in the front end and back end of the order-to-delivery process
  • Plan and execute right people at right frequency with the right solution communicated in the right way within framework of right business relationship
  • Measure key activity inputs alongside customer and prospect progressions against sales performance