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{"sheet":"sales team resourcing","index":2,"n_rows":22,"n_cols":18,"rows_kept":22,"cut":false,"hidden":false,"merged":[[21,12,23,13],[21,17,23,18],[7,1,9,2],[7,7,9,8],[21,7,23,8],[21,4,22,6],[2,1,2,6],[5,1,5,7],[15,1,17,2],[15,7,17,8],[4,7,4,8]]}
[null,"ARE THERE PLANS TO TO CHANGE SALES TEAM RESOURCING LEVELS?"]
[]
[null,"Current/past year sales team headcount is ",null,null,null,null,null,{"$f":"SalesTeamNum","v":0}]
[]
[null,null,null,null,null,null,"The current total cost to mobilise the team is",{"$f":"'current sales team RoI'!H37","v":0},null,"per head"]
[null,"What will the headcount be in the current/next year?"]
[]
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[]
[]
[]
[]
[]
[null,"What will be the TOTAL cost of each full time equivalent head in the sales team in the current/next year?"]
[]
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[]
[]
[]
[]
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{"sheet":"sales team productivity","index":3,"n_rows":342,"n_cols":68,"rows_kept":342,"cut":false,"hidden":false,"merged":[[121,8,123,9],[151,8,153,9],[131,8,133,9],[141,8,143,9],[93,8,95,9],[42,13,44,14],[50,13,50,14],[76,13,78,14],[52,16,54,17],[151,22,153,22],[151,19,153,20],[93,16,95,17],[93,19,95,20],[137,18,139,19],[126,18,128,19],[118,18,120,19],[111,13,113,14],[151,16,153,17],[141,16,143,17],[131,16,133,17],[18,65,18,66],[31,8,33,9],[36,8,38,9],[31,13,33,14],[31,16,33,17],[18,61,18,62],[22,8,24,9],[18,63,18,64],[18,58,18,59],[18,48,18,49],[18,51,18,52],[18,55,18,56],[22,13,24,14],[2,1,2,16],[102,0,155,0],[121,13,123,14],[131,13,133,14],[141,13,143,14],[151,13,153,14],[83,8,85,9],[65,13,67,14],[59,13,61,14],[57,0,100,0],[17,0,55,0],[42,8,44,9],[52,8,54,9],[52,13,54,14],[50,6,50,7],[83,16,85,17]]}
[null,"HOW DO SALES TEAM PRODUCTIVITY BENCHMARKS COMPARE?"]
[]
[null,"The sales team \"law of gravity\" - click each component to view its benchmarks"]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[]
["VISIT CAPACITY"]
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{"sheet":"new sales team RoI","index":4,"n_rows":142,"n_cols":56,"rows_kept":142,"cut":false,"hidden":false,"merged":[[5,1,7,2],[2,5,2,7],[34,13,35,15],[36,5,38,6],[21,0,22,15],[26,1,28,2],[36,1,38,2],[30,0,31,0],[30,1,31,2],[26,5,28,6],[65,52,65,53],[61,1,63,2],[61,4,63,5],[46,1,48,2],[61,7,63,8],[46,5,48,6],[46,3,48,4],[53,1,55,2],[53,3,55,4],[53,5,55,6]]}
[null,"HOW COULD PRODUCTIVITY GAINS AFFECT COMMERCIAL PERFORMANCE?"]
[]
[null,"Current/past year revenue is ",null,null,null,{"$f":"'current sales team RoI'!H6","v":0}]
[null,"Expected/budget revenue for the current/next year?"]
[]
[]
[]
[]
[]
[]
[]
[null,"The Next Level Sales System will deliver improvements in 3 key productivity measures:"]
[]
[null,{"$f":"'sales team productivity'!Q53","v":""},"improvement in visit capacity"]
[]
[null,{"$f":"'sales team productivity'!T94","v":0},"improvement in customer coverage"]
[]
[null,{"$f":"'sales team productivity'!T152","v":0},"improvement in prospect penetration"]
[]
[null,{"$f":"'sales team resourcing'!H8","v":0},"of the resourcing level deployed last/current year"]
[]
["Now key in the revised current/next year revenue as a result of these sales team productivity gains, assuming there are no unforeseen changes to revenue or sales team cost budgeting that are outside the control of the sales team (eg changes to products, market, price, regulatory changes et al)"]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[null,null,null,null,null,{"$f":"IF(OR(B37=\"\",F27=\"\"),\"\",B37*F27)","v":""}]
[]
[]
[]
[]
[]
[null,"Now the business case to link sales team productivity gains to commercial outcomes shows"]
[]
[]
[]
[null,{"$f":"F37","v":""},null,":",null,{"$f":"'sales team resourcing'!R22","v":""}]
[]
[]
[]
[]
[]
[]
[null,{"$f":"F37","v":""},null,":"]
[]
[]
[]
[]
[null,"How does this translate to the cost of each visit?"]
[]
[null,"Current Cost of Visit",null,null,"Target Cost of Visit",null,null,"Improvement factor"]
[null,{"$f":"IF(ISERROR('current sales team RoI'!H37/('sales team productivity'!I53*40))=TRUE,0,'current sales team RoI'!H37/('sales team productivity'!I53*40))","v":0},null,null,{"$f":"IF(ISERROR('sales team resourcing'!B16/('sales team productivity'!N53*40))=TRUE,0,'sales team resourcing'!B16/('sales team productivity'!N53*40))","v":0},null,null,{"$f":"IF(ISERROR(1-E62/B62)=TRUE,0,1-E62/B62)","v":0}]
[]
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{"sheet":"Sheet1","index":5,"n_rows":0,"n_cols":0,"rows_kept":0,"cut":false,"hidden":true,"merged":[]}

{"sheet":"StO scenario priorities","index":6,"n_rows":65,"n_cols":20,"rows_kept":65,"cut":false,"hidden":false,"merged":[[59,4,60,5],[59,7,60,8],[59,11,60,12],[59,15,60,16],[34,4,35,5],[34,7,35,8],[34,11,35,12],[34,15,35,16],[48,4,49,5],[48,7,49,8],[48,11,49,12],[48,15,49,16]]}
[null,null,null,null,null,null,null,null,null,null,null,null,null,null,null,null,null,"HC","VC","RHS"]
[null,"SALES TEAM PRIORITY SCENARIO SETTER",null,null,null,null,null,null,null,null,null,null,null,null,null,null,null,"SET","SET","MAXIMISE"]
[null,null,null,null,null,null,null,null,null,null,null,null,null,null,null,null,null,"OPTIMISE","MAXIMISE","MINIMISE"]
[null,"What are the priorities & requirements for achieving sales team goals? For example,",null,null,null,null,null,null,null,null,null,null,null,null,null,null,null,null,"OPTIMISE","OPTIMISE"]
[]
[null,null,"Want to increase the visit capacity of the existing resource level?"]
[null,null,"Want to prioritise prospect penetration over customer coverage?"]
[null,null,"Want to reduce resource level while maintaining adequate customer coverage?"]
[]
[null,"Tell us, so we can ensure that our StO modelling achieves your goals following those same priorities & requirements"]
[]
[]
[]
[null,"1. View the left side of the equation below. Select the requirement for each parameter by using the drop down menus. "]
[null,null,"Which of these parameters (resource level & visit capacity) are to be SET (unable to be changed)? Choose to set 0, 1 or both parameters"]
[]
[null,"2. If resource level and visit capacity are both SET, which of the remaining parameters is to be set at MAXIMISE (make the most it can be) or MINIMISE (do the minimum to get by)?"]
[null,null,"For example choose to maximise or minimise customer coverage AND/OR prospect penetration"]
[]
[null,"3. If resource level is SET, which of the remaining parameters are to be set at MAXIMISE (make the most it can be?)"]
[null,null,"For example choose to maximise visit capacity AND maximise/minimise customer coverage OR prospect penetration"]
[null,null,"OR then choose to optimise visit capacity (make the best of current resources) AND maximise/minimise customer coverage AND/OR prospect penetration"]
[]
[null,"4. If resource level is NOT SET, OPTIMISE it (make the best of current resources)"]
[null,null,"For example choose to maximise visit capacity, and then choose to maximise/minimise customer coverage OR prospect penetration"]
[null,null,"If visit capacity is optimised or set, then choose to maximise/minimise customer coverage AND/OR prospect penetration"]
[]
[null,"5. Select OPTIMISE (making the best of current situation) for the remaining parameter/s."]
[]
[null,null,"Scenario 1"]
[]
[]
[]
[]
[]
[]
[]
[]
[null,null,null,null,{"$f":"IF(AND($E$35<>\"\",$H$35<>\"\",$L$35<>\"\",$P$35<>\"\"),IF(ISERROR(\"The Next Level's StO modelling will work according to the following guidelines:\"),\"\",\"The Next Level's StO modelling will work according to the following guidelines:\"),\"\")","v":""}]
[]
[null,null,{"$f":"IF(AND($E$35<>\"\",$H$35<>\"\",$L$35<>\"\",$P$35<>\"\"),IF(ISERROR(\"The Next Level will \"&E35&\" resource level, \"&H35&\" visit capacity, \"&L35&\" customer coverage and \"&P35&\" prospect penetration\"),\"\",\"The Next Level will \"&E35&\" resource level, \"&H35&\" visit capacity, \"&L35&\" customer coverage and \"&P35&\" prospect penetration\"),\"\")","v":""}]
[]
[]
[null,null,"Scenario 2"]
[]
[]
[]
[]
[]
[]
[]
[]
[null,null,{"$f":"IF(AND($E$49<>\"\",$H$49<>\"\",$L$49<>\"\",$P$49<>\"\"),IF(ISERROR(\"The Next Level will \"&E49&\" resource level, \"&H49&\" visit capacity, \"&L49&\" customer coverage and \"&P49&\" prospect penetration\"),\"\",\"The Next Level will \"&E49&\" resource level, \"&H49&\" visit capacity, \"&L49&\" customer coverage and \"&P49&\" prospect penetration\"),\"\")","v":""}]
[]
[null,null,"Scenario 3"]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[null,null,{"$f":"IF(AND($E$60<>\"\",$H$60<>\"\",$L$60<>\"\",$P$60<>\"\"),IF(ISERROR(\"The Next Level will \"&E60&\" resource level, \"&H60&\" visit capacity, \"&L60&\" customer coverage and \"&P60&\" prospect penetration\"),\"\",\"The Next Level will \"&E60&\" resource level, \"&H60&\" visit capacity, \"&L60&\" customer coverage and \"&P60&\" prospect penetration\"),\"\")","v":""}]

{"sheet":"scenario setting","index":7,"n_rows":23,"n_cols":10,"rows_kept":23,"cut":false,"hidden":true,"merged":[]}
[]
["Last update: November 2012"]
["Scenario ",null,"HC",null,"VC",null,null,"CC",null,"PP"]
[]
["Double set",null,"set ",null,"set",null,null,"max/min",null,"max/min"]
[null,null,null,null,null,null,null,"max/min",null,"optimise"]
[null,null,null,null,null,null,null,"optimise",null,"max/min"]
[]
["SetOpt",null,"set ",null,"optimise",null,null,"max/min",null,"max/min"]
[null,null,null,null,null,null,null,"max/min",null,"optimise"]
[null,null,null,null,null,null,null,"optimise",null,"max/min"]
[]
["SetMax",null,"set",null,"maximise",null,null,"optimise",null,"optimise"]
[null,null,null,null,null,null,null,"max/min",null,"optimise"]
[null,null,null,null,null,null,null,"optimise",null,"max/min"]
[]
["OptMax",null,"optimise",null,"maximise",null,null,"optimise",null,"optimise"]
[null,null,null,null,null,null,null,"max/min",null,"optimise"]
[null,null,null,null,null,null,null,"optimise",null,"max/min"]
[]
["Double opt",null,"optimise",null,"optimise",null,null,"max/min",null,"max/min"]
[null,null,null,null,null,null,null,"max/min",null,"optimise"]
[null,null,null,null,null,null,null,"optimise",null,"max/min"]