ANALYSING PERFORMANCE
Measuring the mere volume of activity gets you nowhere. You have noway to check that the numbers are correct, and nor do you have an instant view of the root cause of any under – or over – performance. Yet with the right data, appropriately analysed and presented, you can:
• Diagnose areas of individual underperformance – on what does anadviser most need coaching?
• Infer the strengths and weaknesses of each of your sales managers
• Identify training needs by sales unit, branch, region and the wholesales network.
• Predict sales volumes
• Develop a robust sales prediction model and quite a bit more besides.
It’s not what you count, it’s the way that you count it.
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