Posted
over 9 years
ago,
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Is it possible to capture the essence of a unique business model in a single spreadsheet model? Could this simple step reveal new insight on what is really important. Do written business plans really help the entrepreneur?
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Posted
over 9 years
ago,
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The analysis generated a performance improvement strategy that we knew would work because one of the units was already doing it. In addition, we knew what the target performance was and what the effort would return.
When it was implemented, we found that some of the projected returns could not be achieved because of concealed operational differences between the two units, but overall after 12 months , the ROFE for the combined units had been improved by over 75%.
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Posted
over 9 years
ago,
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If you only measure sales team productivity by the end result measure, number and value of sales orders, you are missing two great opportunities; your opportunity to tweak your sales process, and the opportunity to shift your team focus to productive activity. Sales KPIs are measures of how effective your sales process is. If you answer the question checklist in this article you will find your real Sales KPIs.
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Posted
over 9 years
ago,
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Part 2 of this series explains how to move from a sales process definition to a KPI model that guides your sales activity. It starts with the definition of milestones, looks at just three KPis for salespeople and the whole team, concluding with a definition of sales productivity.
We then examine a different model to draw a surprising conclusion about the productivity of the whole sales process.
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