Sales Performance Optimization is the
discipline of maximizing a sales team's financial performance over the
short, medium and long term by optimizing how it deploys its full set of available
resources - systems, processes, people, technology and
finance.
Some of the most effective sales performance optimization strategies
are counterintuitive, running in the face of conventional sales wisdom. This article
shares seven secrets of sales performance optimization.
Many sales organizations live at one of two extremes - no data or drowning in data!
Strangely it seems that the ones drowning in sales data are not actually doing any
better than the ones who are flying by the seat of their pants. Despite this any sales
process can be comprehensively defined, optimized and managed using just a small number
of key performance indicators (between 10 and 20). This data is easy to obtain and
track provided you know what you are looking for.
A "Golden Rule" is something you
always do or something you never do in response to some situation. Golden Rules are
based on some previous positive experience which leads them to be enshrined for future use.
For example, here are some quite popular Golden Rules: |
