SALES PERFORMANCE ANALYSIS & IMPROVEMENT

Sales are the lifeblood of any organisation, whether business is good or bad. Geoplan can assist by helping you understand where the problems and opportunities lie and how to capitalise on them.

Our Postcode maps, mapping systems and procedures provide a clear framework for analysis and performance improvement, with the ability to drill down to individual account and product level data. Individual customer performance can be mapped, as can the location of field sales personnel, their call patterns and time spent in the car.

We often find that the “poor” performing salesperson is actually the hardest worker in the leanest geographic area, while the “best” performing salesperson is underperforming and not taking advantage of the available opportunities in his/ her territory. It is also common to find significant overlaps in sales calls between sales personnel from disparate territories.

Using Geoplan’s Sales Analysis tools will provide you with an overview of the current sales situation in each given territory. You will be able to assess the performance of your sales personnel, looking specifically at previous sales reports, customer profiles (defining low potential and high potential customers) where customers are located, drive-time to appointments and how much time is spent with the different customers. Using this information, you will be able to determine if current sales forecasts and goals are realistic and whether they need to be adjusted in line with the productivity of field sales personnel and the current market potential.

Once the current situation has been audited and reviewed in line with your business operations, a sales plan can be devised in order to make necessary improvements and changes, for example:

• Territory balancing
• Territory restructuring
• Changes with sales personnel
• New call cycles

Utilising client data and Geoplan’s geographic mapping systems, it is possible to identify high performing sectors for both consumer and business markets – helping you to understand the market penetration and market potential. Through doing this, you can also generate a list of new prospects for each territory.

The resultant views, plans and information can be used by Geoplan to create a bespoke mapping system for use both centrally and throughout the sales hierarchy. Such transparency would provide each level with the information necessary to review, manage and react to changes concerning the market, performance and business needs.

Geoplan has helped companies within the Publishing, Manufacturing and Retail sectors to improve their sales performance and maximise their sales efforts with a managed approach.