What gets measured, gets managed.
Peter Drucker
Data & Analytics
Business Planning
For sales teams to be consistently effective they need to have a well thought through plan which links opportunities with the delivery of commercial activities. Too often business plans don’t provide more than a list of accounts, don’t align to the sales process, and don’t flush out potential challenges or concerns so that they can be proactively dealt with. Viability Solutions can develop tools which provide transparency to all company stakeholders, and can improve the effectiveness of all sales staff be they 2 months or 2 decades into their selling career.
Activity Analytics
Trust between management and field based staff is vital. Managers want to be confident that all sales people are working effectively and efficiently every day, sales people want their managers to understand that it can be very challenging to access a high number of key decision makers every day and that sometimes two good meetings are far better than eight average ones. Viability Solutions can help to create tools and dashboards which provide valuable and meaningful data which reassures managers and liberates sales people.
Sales Data
Most sales people have chosen the career because they enjoy, and are effective at, interacting with customers. The majority wouldn’t consider themselves particularly IT literate, and even fewer relish working through line after line of spreadsheet data. Most look for a monthly number to see, “am I ahead or behind target?” It is important though that sales people can understand a fragmented view of their region, see where they are making an impact, and where the current actions aren’t working. This needs to be both visually engaging enough to appeal to sales people, and easy enough to use to avoid precious time that could be spent talking to customers being spent at home on a laptop. Viability Solutions can develop tools tailored to your organisation and the specific challenges that you face.
Reward & Recognition
How should organisations create bonus schemes which drive exceptional performance without creating huge expense? How should targets be set so that both the sales team and the finance department see them as ambitious and achievable? Viability Solutions can assist in ensuring that reward and recognition schemes work effectively for everyone involved.
Transparency & Ownership
Example
Visually presenting accounts on a matrix allows for potential opportunities for growth, and areas at risk of decline, to be easily seen. Business planning functionality can be added to this with the model updating with live data. The tool can owned by the sales person and seen by others as desired. if you feel that your organisation would benefit from a tool of this nature then please contact Viability Solutions for a confidential discussion.