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Sales force Effectiveness and Productivity Overview SummaryV2

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Sales force Effectiveness and Productivity Overview SummaryV2

  1. 1. Sales force Productivity and Effectiveness Performance Assessment Programmatic Solutions Strategic Planning Support (3) Engagement Opportunities in the Evaluation Continuum Productivity is the measure of output efficiency ACTION: Functional review of the “value” of leadership, support areas and standard systems to the sales organization People Process Technology Marketing & Sales Team Gap Analysis Change Management Execution Effectiveness is the capability of producing a desired result ACTION: Evaluate current field tactical investment(s) 1 2 3
  2. 2. Sales force Productivity and Effectiveness • People, Process and Technology  Functional review of the “value” of leadership, support areas and standard systems to the sales organization ability to drive output efficiency measure(s)* *Metrics – e.g., revenue, profit, admits, referrals, share, customer coverage, program/service delivery, channel mgt., etc. Performance Assessment *SMOS = Sales Management Operating System = Phase 1: Plan, Coach and Review and Phase 2: Talent Recruiting, Interviewing and Onboarding **PRSP = Is the market plan being executed into sales through a Proven, Repeatable, Sales Process – i.e., can you communicate a road map of how you’ll turn a prospect into a customer  People = sales leadership, recruiting, hiring right & onboarding  Process = *SMOS and/or PRSP** (e.g., SPIN selling, Acct. Mgt., etc.), data tracking/reporting & compensation  Technology = CRM & other “selling tools/reports”
  3. 3. Sales force Productivity and Effectiveness • Marketing & Sales Team Gap Analysis Determining if sales (productivity) is creating the desired marketing results as demonstrated by • Field Messaging having a strong and consistent link to Market Positioning* • “Customer” behavior / knowledge is optimal • Ancillary selling activities support business strategy • Growth in both existing and new business Merge insights from sales productivity and effectiveness due diligence Make current adjustments or create new solutions to optimize selling success Programmatic Solutions * Marketing Model Flow = 1. Profile(Conjoint Analysis /key functional attributes) , 2. Positioning (unique customer mindshare) 3. Message (what sales to say to communicate position – use focus groups?), 4. Execution (sales aids). 5. Implementation (how to deliver to customer)
  4. 4. Sales force Productivity and Effectiveness • Change Management Execution Strategic Planning Support Learning •Consider current value of programmatic solutions and field activities in play … Implications •Impact on current Strategic Planning Effort and Expectations Execution •Determine “other/adjunct” tactical initiatives and leadership actions to further accelerate output efficiency measure(s)* that also create the desired marketing results

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