Sales people need to execute a sales process made up of several steps to be successful. Each step, such as; cold calls, office visits, demonstrations, quotes, close the sale, must be executed in a balance with all the other steps. The StrategyMap.com, Inc. system allows automatic tracking of the sales process for the whole sales force so visibility into how activities affect success can be used for coaching and performance measuring. Success is achieved when each sales person finds their balance of activities that produces consistent sales to quota goals. The sales process can be 'managed by exception' rather than micro managed. Enormous time savings occur when sales managers can instantly be flagged if the 'balance' of sales activity is out of synch, or if critical issues are occurring that require the sales managers intervention, both for correction or for praise of the sales person. |