Sales force - Rapid but Controlled Change on Your Sale Team Focus by VALUE INDICATORS

One company, the salary / bonus system will inevitably push sales to be understood in the direction of an easy-to

. Sales people generally move in the direction in which the carrot instead. Analysis and really understand your company's bonus system is therefore of crucial importance. It explains why your sales force to focus on any one type of customer, such as neglecting the pursuit of new customers. In general, sales to new customersreceive is far too much attention to sales, compared to the existing customers contact and sales to new customers compared often a little more "sexy".

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GENERATE a rapid change in the field by FOCUS enhancements on 4 VALUE INDICATORS:

"New customers indicator tells you how fast you can grow revenue. In the case of the base of this indicator is 1 Here is an example. If a sellerA budget of 10,000 and brings in a contract with a value of 3,000 then in the base case this contract is estimated to be 3.000 1 = 3.000. If you increase to top line for a month then increase the value of each new customer through an increase in this "New customer indicator". "Existing Agreement indicator" She puts the focus of your sales they want to renew the existing contract Customers. In the base caseThis indicator is 0.5. Here is an example. If a seller has a budget of 10,000 and brings in a contract with a value of 3,000 then in the base case this contract is estimated at 3.000 0.5 = 1.500. The reason for the rating to 0.5 for an extension is primarily because there is usually a lot less work. "Off-the-shelf 'indicator value that you only on the sale, which sets standards. In the case the basis of this indicator is 1, but if youstruggling to create a sales force that this factor increased to 2, until you have learned to sell the seller, only what is on the shelves. . If a seller has a budget of 10,000 and brings in a contract with a value of 3,000 for a company then struggling with creative sales staff, you can give this contract to 3.000 2 = 6,000 "custom indicator value is the valueThey rely on the sale of non-standard solutions. For many companies this is very bad for the short-term profitability and long-term work load. In the base case, the value of this factor is 0.5. If a seller has a budget of 10,000 and bring a contract on a non-standardized products and services is reduced, the value of 3,000 to 3.000 0.5 = 6,000 This is a non-academic and generic approach to fix your salary & bonus model based on a short-termBasis. For basic changes you need to go beyond this simple model. However, I have good success with this approach, if necessary for the profitability and revenue for a business with more than 200 million in annual revenue.

Greatest advantage of this "indicator" approach

Uncomplicated communicateEasy and to remember to use for your sales staff time to effectively follow-up for your accounting staff. StrongestAdvantage is that you can implement this model in almost every other bonus programs that exist today and the desired shift of focus in your field. The value of each indicator should be on the profitability of your business depends on new vs. existing customers in focus standard offerings, based on the sale of "of-the-shelf" products and their impact on your technical departments and customersService. Revenue sharing between existing and new customers. If too much of your revenues come from existing customers, then this could indicate one weeks sales growth and a tired sales force. Simplicity is a follow-up and understand, for auditors, sales people and himself

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Sales force - Rapid but Controlled Change on Your Sale Team Focus by VALUE INDICATORS

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