The purpose of Sales Performance Management is to integrate your people and your processes tightly with information and technology to maximize their effectiveness, from top management, through finance and operations to the sales representative on the front line.
The key benefits are:
- Focussing on the needs of customers
- Concentrating on results rather than behaviours and activities
- Aligning Organisational activities and process to the organisation’s goals
- Establishing a ‘long-term view’ mentality within the organisation
- Developing a culture that performance is seen as an ongoing process, rather than a one-time snapshot event since the sales cycle and the buying cycle are continually changing over time.
- Producing meaningful measurements
S
- Steps – Know your sales process for your different sales situations
Y
- Yield – Establish what is to be achieved at an organisational, team, and individual level
M
- Management – Manage all your opportunities using your sales processes
V
- Verification – Check whatever information you get before deciding your next step
O
- Optimisation – Continually refine your sales process
L
- Learning – Use the outcomes from your sales activities to identify where sales should focus
L
- Liberation – Be Innovative in your approach to your customer
I
- Integration - Marketing, sales, and service into one, seamless, interconnected system with common goals.
An executive will be assigned to work with your management, sales and support teams over a period of time to establish a strong sales performance management ethos within your organisation. SymVolli – Our sales performance management system is used in developing, managing, and maintaining the sales processes and also managing sales performance.