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Business Development
SSD is a Business Development software and performance methodology designed specifically to break the "Feast and Famine" cycle in business development. Every sales person is assigned specific sales objectives, then measured against these objectives on a monthly interval in quick performance feedback meetings. Sales Directors and Managers drive engagement and have a full "line of sight" as to the achievement of these sales objectives for the entire sales organisation
Sales objectives are assigned in the following areas:
- Budget/Target Objectives
- New Business Sales Objectives
- Account Management Objectives
- Activities
- Initiatives
These objectives are then reviewed each quarter/month as
to their achievement or lack of achievement. This multi dimension focus ensures you are making progress
on all dimensions of a sales person's objectives, not just
on numbers.
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Benefits to Sales Management
- Increased accountability for your sales
team
- Get the team to do what they should be
doing
- Ensure they keep doing it
- Reduce you effort in reviewing their progress.
The structured approach means you can review and set new
objectives very quickly
- Finally the new way to manage sales teams
with full reporting
Those trained in sophisticated sales management will recognize
the methodology, its heritage in performance management and
the power the methodology has to consistently drive sales
performance.
Outcomes
SSD typically achieves the following outcomes:
- High accountability for every team member.
- Full alignment of sales effort to sales
management goals.
- Enables comprehensive, quick review meetings
with sales staff which cover all dimensions of a sales persons
objectives, not just numbers.
- Objective data from which you can really
make Talent Decisions
- "Line of sight" reporting
for sales directors / managers to see what each member of
the sales team is doing. This ensures wasted effort is reduced
and applied to the correct objectives.
- Consistent strategic review process across
the entire sales force. This is not a "loose"
meeting, rather a monthly review of the objectives that
were set and which objectives where met. This process is
often dealt with in an ad hoc fashion as most sales forces
do not have a clear process to conduct these meetings.
- Identification of talent gaps in the sales
force.
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