Sales Team Effectiveness
Flag Critical Activities
After the salespeople have entered their data for the weeks
activity, the team map will be automatically sent via email to
the sales manager for review. On the team map, the manager picked
the most important activities he or she wanted to monitor on the
team map. This allows a view of the whole team at once and gives
a relative impression of how the team is doing for the week.
early warning system lets you set up rules that will automatically
generate red yellow or green flags based on each team members
activity. For example, you may set up a green flag to show up
if anyone sells 2 items in a week, or you may set up a red flag
if a person scheduled less than 2 appointments in a week. You
can set up, and change,rules based on your sales management judgment,
and also the results of the best performers in the team. This
gives you a quick, overall view of the outstanding, or problem
areas your team is experiencing during the week, in regard to
their activity. You can drill down into the details of the reasons
for the flags. This ability to manage by exception gives you a
‘fine tuning’capability to be able to proactively coach instead
of spending time compiling and analyzing data.
All initiatives will have a range of Success Measures.
and ROI can be determined after red flag issues have been clearly
identified and eliminated.
Diagram 6 displays how StrategyMap will automatically flag red,
yellow or green to designated personnel as often as needed to
provide visibility as to what happened and why, whether good or
In the example above, we put in a rule that said to 'show me
a red flag if the total quotes
for the week is less than 5'.
By clicking on the label 'Increase Quotes', in diagram 6, the
manager can drill down to the data to see how many quotes were
done on each day. This allows instant viewing of activity detail
for critical sales activity information.