Perspectives and KPQs
I. External Sales Rep
As an external sales rep:
- I want to identify cross-selling opportunities, so I can call clients with a specific proposal.
- I want to know sales opportunities by seeing the optimal timing of follow-ups, so that I know when I should call a client
II. Sales Manager
As a sales manager of the external sales team:
- I want to get the infomation, so I can give hints and information the external sales team.
- How profitable are my sales reps?
III. Sales Potential
As an external sales rep, I want to know the potential of each client, so I know whom to focus on
We compare each client's potential against his actual sales revenue for a one-year window. We can then later make a list and order by achieved potential.
IV. Internal Sales
As an internal sales,
- I want to know the number of calls, the results, and the duration of calls every month, so we can optimise the process, decide the right promotions, and improve performance.
Is a promotion worth the effort?