Measuring Sales Effectiveness

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“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/

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Ask your Sales Partner:

Submit your questions to :
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Brian asks: “Isn’t just measuring sales (revenue) results enough?”

SP: “Absolutely not!

In their May 2003 newsletter, high impact
pharma selling, RM Consulting International says
their ‘… experience with hundreds of sales forces
in more than 50 countries demonstrates systematically and effectively measuring and monitoring key selling activities significantly improves sales results.’

Not having the right activities guarantees the
wrong results.”

About the “Roadmap …”

This month’s topic is:
“Measuring Sales Effectiveness” – Part 1 OF 3

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

Naturally, that’s what we’re all striving for.

However, if we don’t have the proper selling activities,
it’s unlikely that we’ll ever get those results!

To ensure success, sales activities need to be planned
and their outcomes measured, almost to the degrees
that we measure dollar results.

This Month’s Sales Tips …

In his book, “The 7 Habits of the Most Effective
People”, Stephan Covey cautions against,
“… frantically climbing the ladder of success
only to discover that the ladder is leaning
against the wrong wall."

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. 1 January, 2006 – “Measuring Sales Effectiveness” – Part 1 of 3

“Sales impact can be masked by market conditions or product merit. How do we measure sales effectiveness? … If your only sales metric is the traditional up-and-to-the-right revenue chart, you
are in big trouble.” - - Rod Kimmel Software on Sailboats ©2001

If sales activities need to be planned and their results measured, what are the Key Performance Indicators and
why are they important? Let’s take up the second of those (why are they important) first.

As salespeople/sales managers, we want to be certain that our activities are going to bear fruit, so that we can:

Project/manage our personal/business finances

Ensure that we ourselves or our staff are productive

Enhance relationships with our customers

Now, in most types of business-to-business (and some B2C) sales environments, sales activities are called the
sales “funnel” or the sales “pipeline”, i.e. “How many prospects do you have in the funnel/pipeline?”

More important than how many is where are they?

Knowing this will give us ideas as to what we’re doing right/wrong and give us and indications of how to correct
any imbalances.

As an example, if we/our salespeople don’t have any/many “New Opportunities” identified, there may be a problem with our Prospecting and/or Marketing efforts.

Conversely, if there are too many prospects building up in the Negotiation step, we may need help with Closing skills.

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

Or, contact us if you need assistance before then: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:

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 Coaching, Training and Consulting to help
companies and individuals:

* Grow Revenue
* Improve Sales Productivity
* Enhance Customer Relationships

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