In today’s competitive market, sale organizations increasingly need to focus on the identification of unfulfilled needs and desires that can give the customer a competitive advantage and thereby increase his profitability. Due to this the Seller’s role has changed and the focus has more and more moved to a consultative role where the need for business skills and a demand-driven sales cycle has become increasingly important.
The challenge is to build a high performance sales team with optimized compensation, pipeline and forecasting model so that its work is highly influenced by the company’s choice of marketing mix (Product, Price, Promotion and Place).
With the Sales efficiency algorithm™ we measure an individual salespeople’s efficiency without the influence of the marketing mix.
It’s also possible to easily and visually illustrate the steps required to create a high performing sales organization and build a sustainable business proposition for the company.
The Sales efficiency algorithm™ has been used for more than two decades in both Swedish and international sales organizations with great success.
A practical example: you may have a salesperson who has taken over the responsibility for a number of accounts that is currently generating a great deal of business. At the same time, you may have another salesperson that recently started to work on a number of accounts that are not currently generating much business.
How could you measure the true performance of these two people and determine who best contributes to the company’s short and long term goals?
This is where Sales efficiency algorithm™ makes it possible to measure and visualize an individual salesperson’s performance without the impact of the company’s choice of marketing mix. It sounds complex but is very easy – you measure four key areas based on a set of rules and the values of the various key parameters have a mathematical relationship that provides a measure of a sales person’s efficiency.