The development of SalesDriver was mainly driven by the realisation that sales organisations often lack a structured and systematic approach in sales, e.g.:
- A professional sales plan, which objectively describes «how much, of what» has to be done to meet targets, i.e. more than a sales volume projection, or event plan.
- Focus on the drivers leading to the results. Focus on results that one can’t change leads to reactive, rather than proactive sales management.
- Sales managers are therefore not able to sufficiently focus on driving the sales planning, productivity and performance in their sales teams.
- Sales consultants do not have sufficient structure to objectively approach an increase of their sales target.
Achieving the last 20% of the sales target is normally the most costly part as it often means having to «buy» the market. At the same time, however, there is an overall need to reduce the distribution costs. Margin erosion will further restrict the use of traditional marketing campaigns as they are not sufficiently cost efficient to generate the required incremental sales.
Doing more of the same is no longer sufficient – there is a need to improve sales effectiveness and sales efficiency. An increased transparency of the KPIs in the sales process is required to focus on the drivers of sales and to better understand «how much, of what» it takes to meet sales targets.
Depending on the starting point, we normally see 10-20% improvement of sales results with SalesDriver – just by achieving a structured and systematic approach. A further approx. 10% from getting transparency in the sales process and therefore being able to take the right action at the right time. If you can answer the following five questions with a «yes», SalesDriver can most likely substantially enhance your business’ sales performance.
WHEN CAN YOU PROFIT FROM USING SalesDriver?
Your company will most likely profit from using the SalesDriver philosophy and tool if the following applies to your business:
1. YOU HAVE A sales team
Your business model is mainly based on personal sales, i.e. you have sales people selling your products or services.
3. THERE IS A sales process
It is important that a sales process is applied within the lead time when selling your products or services.
2. THERE IS A Lead time
There is a lead time from the first contact until the prospect decides to buy/not to buy.
4. YOU MUST WIN MORE CUSTOMERS
It is necessary for your business to win more customers than you currently have.
SalesDriver as an IT solution was developed in close co-operation with my colleagues at proaxia consulting group.
Further research for SalesDriver from a technological perspective and additional market studies were conducted in co-operation with the University of Lausanne, Faculty of Business and Economics.
Considered a worthwhile project, the Swiss Commission for Technology and Innovation CTI funded a doctorate project with the University of Lausanne related to SalesDriver.