Commercial Analytics:
Sales Team Insights
Achieve greater visibility of sales team performance and activity. Maximize the selling potential across your business.
Sales team insights presents an array of reliable and accurate metrics focused on sales team performance and activity. Helping you to use your data to set and execute the best sales strategy possible.
- Enable a data-led sales strategy and support business growth through informed decision-making
- Drive and reward high performance sales teams
- Easily provide sales teams with up to date and accurate customer information
Performance management
Salesperson and agronomist is often an overlapping role at Ag Retailers. This can often lead to a lack of structure around the tracking and monitoring of sales performance.
However, effectively tracking sales at an individual team member level, and using the insights to influence and manage performance, is a very effective way to increase revenue.
Sales managers and senior management teams can review individual salesperson performance, allowing effective reward structures to be created, and effectively incentivizing high achievers to drive a high performance culture within the business.
Set and track strategy
Implementing a data-led sales strategy can support business growth through informed decision-making.
Due to the complex and time-consuming process of collating sales data, performance is often only reviewed at certain times of the season, possibly when it is too late to react effectively to influence results.
Having easy access to the relevant metrics however, allows effective tracking and measurement of performance against strategy in-season.
Up-to-date visibility of data at an individual salesperson, store or regional level can uncover insights early. This supports Ag Retailers in proactively addressing challenges, and taking opportunities when they arise.
Insights for salespeople
Salespeople often manage many accounts with varying needs and expectations. Keeping track of all customers accounts, how they are performing against target, and in comparison to colleagues can be difficult to manage effectively.
By providing sales people with easy to use and up-to-date information about their customers they can focus their time on doing their job: supporting the grower.
They can have informed and valuable conversations with their customers, strengthening relationships, leading to satisfied customers and increased revenue.
They can also easily track their own performance against target and benchmark themselves against colleagues, or their own performance in previous seasons. Again, this encourages healthy competition and drives a high performance culture, putting the sales person in control of their own success.
Key Features
- Sales Team Insights includes an array of metrics for sales managers that focus on sales team performance.
- Providing timely and accurate visibility of sales team activity and performance which is a fundamental requirement in order to effectively manage and guide a sales team in line with a strategy
- Visibility and insights are enabled from a high level aggregated view, down to an individual sales person. Providing both a strategic overview and a tool for tactical day to day sales team execution.
- Removes the reliance on manual, out of date, incomplete reporting for high level strategic visibility of sales performance.
- Allows salespeople to track their own activity which encourages high performance culture and accountability.
Key Metrics
- Pricing & profit margin by salesperson
- Y-O-Y sales comparisons and trends over time
- Sales by product/product group & customer group, manager and salesperson views
- Performance against target
- Bench-marking and anonymized comparisons and scorecards
- Overdue invoice metrics by salesperson
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