Sales Force Accelerator

Sales Force Accelerator:

Managing sales-force performance improvement is a major challenge for most Australian manufacturers. However, performance is not a single measure - for example ‘sales to budget’ - although this is obviously crucial. Key drivers of how this is achieved need to be closely monitored: representative skills & capability, sales data, call rate, coverage and frequency, promotional activity etc are examples.

Many manufacturers lack a process to integrate and report on all these separate criteria and understand how they contribute to a representative’s overall performance. “One view” of all data is the ultimate aim. Data is stored on many sites and systems. To bring all of this data together and assess a representative’s overall contribution presents a challenge. This is where Sales Accelerator provides an easy and convenient method of attributing overall scores to your representatives on all of their KPIs.

The benefits of the process are, better:

	Assessment framework (Best Practice models)
	Understanding of the drivers of performance
	Development plans
	Performance

Sales Force Accelerator helps capture, consolidate and present the data you need to assess and manage your sales teams.

In brief, we capture and compile key sales data against a tailored performance assessment framework to show you exactly how each representative is performing.

They can then be categorised into one of 4 quadrants:

	Dynamic - your best performing representatives
	Develop - those needing help to make more sales
	Diagnose - those needing help to increase their capabilities
	Danger - those needing urgent assistance

It will help sales force management executives to :

	Develop a comprehensive framework to assess their representatives against all the important factors which contribute to overall performance, including hard sales and activity data, competencies/skills etc.
	Conduct assessments of representatives and benchmark results against top performers;
	Understand exactly how representatives are performing and areas that may need improvement;
	Develop plans to improve performance

Sales Force Accelerator will help you capture and consolidate data on every relevant metric within a best practice model to better manage sales force effectiveness.

Do you have responsibility for improving sales force effectiveness? If so:

	Can you easily consider all the qualitative and quantitative measures you need to assess the performance of your representatives? (E.g. measures of sales results, activity, skills and competencies, teamwork, etc)
	Do you have best practice models tailored to assess your sales force, which accommodate those key data sets?
	Can you utilise a workable summary of the performance of every sales representative over time, without having to access different information systems?
	Can you easily analyse your entire sales force, or smaller teams, to maximize efficiencies and returns from your key territories & regions?
	Can you pull all the important data into a single view?

A Single View of great data: The ability to easily engage with a consolidated data set which reveals the performance of every member of a sales team is something all managers need. But that’s difficult when data is spread across different information systems. Sales Force Accelerator allows you to capture new data via the inbuilt Survey Tool and incorporate existing data sets from other systems with the Data Upload feature. Now sales managers can capture and input all the data sets they need to generate a single score on the performance of every representative. And easy access to that data is essential to design better assessment, training and remuneration programs.

More information - Implementation

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