Critical Success Factor Tools:
Currently, clients are telling us that their salespeople are busy, but the key questions are:
- How many of our salespeople are being truly effective?
- What can we, as sales managers, be doing to ensure that this number increases?
We all know that, especially at the moment, we should be focusing on what can be controlled and a major component of that is activity. However, whilst we may be collecting data already, is it the right data and are we analysing and using it to help develop individuals in the specific areas which will release and maximise their sales potential?
SBR Consulting have developed a simple, Online Critical Success Factors™ tool that links revenue to activity but more importantly defines the ratios that exist between each CSF (Critical Success Factor). This not only gives a structure to using management information, but also helps to link an individual’s activity to attitude and highlights the relevant development areas.
The Online CSF™ tool provides you with:
• Visibility into the activities which directly result in revenue growth
• Peer accountability through published reporting
• A “track to run on” or a proven plan new sales people can follow
• A method to quickly remove the unwilling
• Powerful data with which to guide your training decisions
As a result of implementing the Online Critical Success Factors™ tool, an international wireless carrier increased productivity in their market by over 34% in 120 days
The average increase in appointments secured per contact increased by more than 60%
