2. SCOPE OF THE MISTRAL MATRIX:SCOPE OF THE MISTRAL MATRIX:
Business Development:Business Development:
- New Markets- New Markets
- New Distribution Channels- New Distribution Channels
- New Products- New Products
PURPOSE OF THE MISTRAL MATRIXPURPOSE OF THE MISTRAL MATRIX ::
Increase Productivity by 400%.Increase Productivity by 400%.
That is achieved through the increase ofThat is achieved through the increase of sales andsales and
marketing performance andmarketing performance and EFFECTIVENESSEFFECTIVENESS..
5. DEFINITION OF EFFICIENCY ANDDEFINITION OF EFFICIENCY AND
EFFECTIVENESSEFFECTIVENESS
EFFICIENCYEFFICIENCY == Amount of work done in a certainAmount of work done in a certain
period of time → Amount of L / t.period of time → Amount of L / t.
EFFECTIVENESSEFFECTIVENESS == Amount of results produced inAmount of results produced in
a given time frame (aka quality of work) → Results /a given time frame (aka quality of work) → Results /
t.t.
Anticipating “ex ante” the Pareto analysis, andAnticipating “ex ante” the Pareto analysis, and
focusing the activity on 20% of the qualified factorsfocusing the activity on 20% of the qualified factors
as a “top priority”, you will get a drastic increase ofas a “top priority”, you will get a drastic increase of
the work EFFECTIVENESS up to 400%, resultingthe work EFFECTIVENESS up to 400%, resulting
also in a proportional maximization of ROI andalso in a proportional maximization of ROI and
ROO.ROO.
6. PARETO ANALYSYS: THE 80/20 LAWPARETO ANALYSYS: THE 80/20 LAW
Pareto Principle:Pareto Principle: most of the effects aremost of the effects are
generated by a small number of causes.generated by a small number of causes.
20% of the opportunities will generate 80% of the20% of the opportunities will generate 80% of the
results (sales) potential and will bring an increase inresults (sales) potential and will bring an increase in
productivity 'of 400%productivity 'of 400%
Within the Mistral Matrix and Method, the Pareto analysisWithin the Mistral Matrix and Method, the Pareto analysis
is applied “ex ante” . in and as a planning stage and notis applied “ex ante” . in and as a planning stage and not
ex-post during the analysis of the results.ex-post during the analysis of the results.
This analysis is done with a view to scheduling the workThis analysis is done with a view to scheduling the work
and focusing on the 20% of the qualified leads based onand focusing on the 20% of the qualified leads based on
the Mistral Matrix and Method.the Mistral Matrix and Method.
Focusing on the next (additional) 35% of the opportunitiesFocusing on the next (additional) 35% of the opportunities
you will get 95% of the expected potential outcome.you will get 95% of the expected potential outcome.
7. THE MISTRAL MATRIXTHE MISTRAL MATRIX
The Mistral Matrix is a prospects qualification that takes into account a
set of calculation of 10-11 differently weighted factors. For each factor a
rating from 1 to 5 is assigned.
The value (score) resulting, for each factor, will be the assigned vote,
multiplied by the weighted factor, divided by 100. In the end, the
evaluation of every single prospect will be given by the sum of all
individual scores for each factor which will give a score between 1 and 5.
The qualified prospects with priority 1 will be the first ones ranked with
the highest score, representing 20% of the total prospects for the channel.
The Prospects with priority 2, will be composed by the list of prospects
representing the next 35% - according to what is stated within the Pareto
analysis, but applied, in this case, ex-ante (planning).
If the job of analyzing the prospect is successful, the top 20% of prospects
will generate a result / turnover equal to 80% of the target,generating that
way an increase in productivity by 400%.
