Measuring Sales Effectiveness

“Sales effectiveness is best measured by the quantity and quality of interactions your sales force has with customers. Tracking the quantity of interactions is simple enough; however, few organizations actually measure sales quality.” - - Poise Metrics http://www.poisemetrics.com/ (We liked this so much from last month, we’re using it again!)
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Ask your Sales Partner:

Submit your questions to :
info@salespartnersinc.com

Phil asks: “Is tracking the number of sales calls sufficient?”

SP: “No. In the May 2003 newsletter, high impact pharma selling of RM Consulting International: …
(simply tracking the number of calls) often unintentionally encourages reps to visit easy-
to-see, low-value (prospects) at the expense
of the best target customers …”

About the “Roadmap …”

This month’s topic is:
“Measuring Sales Effectiveness” – Part 2 OF 3

Many salespeople/sales managers measure their Sales
Effectiveness strictly by the dollar value of the results.

In this series we’ll be discussing the importance of
also measuring the quantity and quality
of sales activities.

This Month’s Sales Tips …

“The productivity of work is not the
responsibility of the worker but of the
manager.” - - Peter Drucker

PLAN AHEAD
Upcoming Events Involving Sales Partners:

Feb. 7, 2006	-	The Castleton Group 9:00 - 11:30 a.m. - “Hire Slow, Fire Fast II”
March 15, 2006	-	Knightdale Chamber 11:30 a.m. - Lunch & Learn
April 4 - 25, 2006 - One or More in a Series	-	Meredith College 7:00 – 9:00 p.m. - “A Roadmap to Sales Success”
April 18, 2006	-	Wake Tech, Small Business Center 6:45 – 8:45 p.m. - “Sales for People Who Don’t Like to Sell”

Please see:
http://www.salespartnersinc.com for details.

Vol. 7 No. 2 February, 2006 – “Measuring Sales Effectiveness” – Part 2 of 3

“When revenues and activity are up-and-to-the-right on the chart, the sales organization is looking
pretty good and gets to keep on doing whatever it wants. Only when the revenue chart is flat – or
worse, down – do the hard questions get asked – usually too late.” - -Greenwood Performance Systems

Last month we asked “If sales activities need to be planned and their results measured, what are the Key
Performance Indicators and why are they important?”

As an example, we suggested that “ … if we/our salespeople don’t have any/many “New Opportunities”
identified, there may be a problem with our Prospecting and/or Marketing efforts.(And) Conversely, if there are
too many prospects building up in the Negotiation step, we may need help with Closing skills.”

Now we wish to identify other, qualitative benchmarks, such as if/how we’re addressing the “right” prospects.

In the first of our series on C-Level Sales Consulting,
http://www.salestraininginc.com/newsletter/2005/july/ we cited Anthony Parinello, and his book,
SELLING to VITO™ where he said about executives:

“They’re the people who can say ‘yes’ and have it stick when everyone else is saying ‘no’.”

One of our qualitative activity measurements might want to be the numbers/positions of true decision-makers
that we’re targeting to help.

If we know that our offerings will benefit them/their companies, are we simply filling up our calendars by calling
at the “wrong” levels?

If our target prospects cannot make the buying decision nor get us to the decision-makers, those calls may not “count” in our activity measurements.

Be on the lookout for the next issue of "Roadmap" where we’ll continue our discussion of “Measuring
Sales Effectiveness.”

Or, if you need assistance sooner, please contact us at:info@salespartnersinc.com

Until then, Good Selling!

Please note: We offer this article on a nonexclusive basis. You may reprint or repost this material as long as
Sales Partners’ name and contact information is included: info@salespartnersinc.com
http://www.salespartnersinc.com

Helpful Hints this month:

Car or home having air/odor problems? Contact the Clean Indoor Air people at:
http://www.EnviroFixInc.com

Tired of the “Treadmill?” Time for a change? Find expert
help for your Career Planning at:
http://www.createyourpathway.com/

And, of course, to improve your sales situation, please
see: SALES PARTNERS, INC. ^SM
http://www.salespartnersinc.com/

SALES PARTNERS, INC. ^SM

Sales Management, Coaching, Training and Consulting
to help companies and individuals:

* Grow Revenue
* Improve Sales Productivity
* Enhance Customer Relationships

Submit your questions/comments to: info@salespartnersinc.com

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