framework for sales productivity improvement
DESCRIPTION
Continuous enhancement in productivity of sales channel in an organisation is a challenge that many leaders find difficult to solve, on account of multiplicity of drivers that need to be managed and sometimes being narrowly focussed on addressing only those drivers that are controllable by them. This framework aims to provide a holistic approach to solving this challenge by identifying these drivers and also establishing inter-dependence among these drivers for effective results.TRANSCRIPT
SALEMAN
Framework for productivity improvement of the Sales Organisation
VentureBean Consulting Private Limited ©2014 VentureBean Consulting
Objective & Approach
2
Normally, sales productivity improvement efforts are focused on: – Improving the productivity of the sales resources at the bottom of the pile;
and – Pushing the “mean” up
Usually, shifting the “mean” is extremely difficult as Managers focus only on a few drivers
VBC Framework is more holistic in approach and will help the Organisation achieve both
VentureBean Consulting Private Limited ©2014 VentureBean Consulting
Performance Drivers
3
Effort =Performance xEnablers Ability x
Operational Enablers • Sales collateral • Sales promotions • Vintage of sales
team • BTL activities • R&R schemes
• Sales funnel management
• Willingness • Engaged and
motivated employee
• Product knowledge
• Competencies
Strategic Enablers • Customer
Segmentation • Brand Strength • Brand positioning • Product Portfolio • Advertising & Brand
promotions • Incentive scheme • Performance Mgmt
& Career path • Managerial control &
Governance
• Lead generation • Lead management • Daily Sales Report • Journey Cycle Plan
VentureBean Consulting Private Limited ©2014 VentureBean Consulting
Diagnostic Structure
4
Parameter Areas covered Methodology
B u s i n e s s Strategy
Branding, Pricing, Product differen4a4on, Segmenta4on
Market research, compe44ve analysis, customer interviews, channel interviews
Marke4ng & Incen4ves
Spend, Salesforce schemes, channel schemes, adver4sing, merchandising, collateral
Compe44ve benchmarking, adver4sing effec4veness analysis, marke4ng analy4cs
S a l e s f o r c e Ability
Product knowledge, func4onal competencies, mo4va4on and engagement
Quiz, mock calls, joint calls, salesforce interviews, psychometric tests
P r o c e s s Health
Sales funnel management, d istr ibu4on management, governance and review systems
Audit of exis4ng processes, effec4veness analys is , industry benchmarking, performance & reward management framework review
Effort =Performance xEnablers Ability x
SALEMAN