Improving Sales Performance

Accurate and speedy information can help improve sales results and reduce selling costs. Information flowing through sales can affect every other department in the company.  For example, high demand forecasts can drive greater future utilisation and production.  Performance management solutions help organisations improve the speed of sales execution and enable a more effective use of sales time by providing instant answers to key business questions.

• Sales plan (£ and %): Is our actual overall income in line with projected income? If not what can be done to close the gap between planned and actual?
• New customer sales (£): If sales are flat in a customer segment, are resource investments needed to revive it?
• Customer acquisition and retention cost (£): What is the average cost of acquiring a new customer versus up-selling to an existing customer?
• Sales growth (% and £): Are sales trending up in certain territories? Is this consistent across products, channels, sales reps and customers?
• Sales calls (#): How much time is spent with existing customers versus new customers? How many cold and warm calls do we make?
• Inquiries (£ and #): Why do only 15 percent of customer visits lead to inquiries? What would it take to increase this ratio to 25 percent?
• Lost business count (#): Why are some orders lost?