The document discusses the importance of effective sales resource management (SRM) to maximize the return on investment in an outside sales team. It emphasizes using key performance indicators (KPIs) to monitor sales activities in real-time instead of relying on delayed metrics. The text distinguishes SRM from customer relationship management (CRM), highlighting that SRM is focused on directing and improving the sales force's performance.

1. Sales activity is like a diamond. The higher the clarity the more it is worth

2. So, you have an outside sales force?

3. Expensive to run?

4. Not just the salaries. What about the cost of sicknessand holiday? And then there is the training, expenses, insurance, car allowance……

5. You’ll need to get the maximumReturn On this Investment

6. But how?

7. EffectiveSRM………

8. “SR what?” I hear you sayEffectiveSales Resource Management…..

9. The management of the resources of a sales team……..

10. Which products, markets andcustomer typesare your teams focusing on? Are they the right ones?

11. “Therightones?” I hear you say. You know…..the ones which the business needs them to focus on?

12. Or are they focusingon the ones they are most comfortable with?

13. How are individuals performing? Are they achieving the right numbers throughout your sales process?

14. And when would you find out?

15. The end of the month? Quarter? Year?........ When its toolate?

16. “Effective SRM” I said…….so no.

17. You should know this by the minute,hour or day.

18. So how do you measuresuccess?

19. Sales? Orders? Revenue?

20. “No. EffectiveSRM!” I said

21. It’ll be too late to do anything using those metrics from the past

22. You need indicators so you can make a difference to the present and future…..

23. You need Key Performance IndicatorsYou know….. the steps leading up to an outcome

24. Do you want examples?

25. The number of selling opportunities made that morning

26. The number of accounts notvisited this week

27. The number of visits where a particular product was demonstrated

28. That is just a tiny taster……There are hundreds of SRMKPIs to choose from….

29. But it all depends on what your business goals andobjectives are…..

30. Do you need …. To increase the range of products sold?

31. Or maybe enter new markets?

32. Or, increase spend from existing accounts?

33. So…..how do you influence and measure your teams commitment to the wider business strategy?

34. If you haven’t a “SRM tool”, then it’s unlikely you are!

35. “But we’ve got a CRM!” I hear you say

36. No no. CRM is about managing your customers.

37. Remember …. SRM is about managing the sales force to the right direction

38. And anSRM tool will do just that by providing the right capturing and reporting methods to suit the sales force

39. you see……. visibilityis key

40. Sales activity is like a diamond. The higher the clarity the more it is worth

41. To begin to increase thevalue of your sales forcecontact us for a free diagnostic report

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