Adopt the ‘T’ Method to Sales Performance Improvement
The ‘T’ Method to Sales Performance Improvement:
The ‘T’ stands for T-SQL. Make a list of all the systems and tools you use, who owns them, and what's important about them? What are your top five tools in each category? Once you have those answers, ask which one is your most important tool in that category. Then prioritize the first four through five on your list. Now pick the first three metrics listed on each configuration of these three metrics — these are what you call "State Metrics." State metrics are critical to understanding where your business stands at any given moment in time. Your critical state metrics are your best indicators of when you're on the right track, and when you need to focus on improvement. Once you have two or three critical state metrics, each one should give you a different story about the performance of your business. You can then pick an appropriate metric — like a Net Promoter Score (NPS) or a revenue per employee (RPE) — for each story and drill down into that data. You may find that your revenue per employee is rising but your NPS is falling. This tells you that one area (sales) is doing very well and another is weak (customer satisfaction). This may mean that your sales folks are doing a great job but customer service isn't. You can then drill down further into the revenue and look for the regions, geographies or business units generating the revenue.
If you want to enhance employee performance, you must:
Read the T-SQL Methodology article in its entirety at: http://www.sqlserverperformance.com/Articles/Index.aspx?ArticleID=456
The ‘T’ Method can be found in the white paper "Sales Performance Management And Measurement," published by SQL Server MVP and Training Expert, Scott Klein. Mr. Klein is Vice President of Sales Practice at Database Advisors, a company that provides strategic consulting services to empower sales forces with technology and processes to achieve significant business value. He is also co-author of the books "SQL Server 2008 Reporting Services Recipes" and "SQL Server Reporting Services Blueprints." He is one of the foremost authorities on Microsoft SQL Server Business Intelligence tools and practices. He is regularly asked by the media to provide his expertise on SQL Server reporting and has been published in "SQL Server Magazine," "SQL Server Pro," "SQL Server Report Builder" (as a contributor), and the "Europe Microsoft SQL Server User Group Newsletter."
Link to article: http://www.sqlserverperformance.com/Articles/Index.aspx?ArticleID=456
The 'T' Method can be found in the white paper "Sales Performance Management And Measurement," published by SQL Server MVP and Training Expert, Scott Klein, with Jason Walker, Technical Lead of SQL Solutions at Microstrategy Corporation. Mr. Klein is Vice President of Sales Practice at Database Advisors, a company that provides strategic consulting services to empower sales forces with technology and processes to achieve significant business value. He is also co-author of the books "SQL Server 2008 Reporting Services Recipes" and "SQL Server Reporting Services Blueprints." He is one of the foremost authorities on Microsoft SQL Server Business Intelligence tools and practices. He is regularly asked by the media to provide his expertise on SQL Server reporting and has been published in "SQL Server Magazine," "SQL Server Pro," "SQL Server Report Builder" (as a contributor), and the "Europe Microsoft SQL Server User Group Newsletter."
Link to article: http://www.sqlserverperformance.com/Articles/Index.aspx?ArticleID=456
The 'T' Method can be found in the white paper "Sales Performance Management And Measurement," published by SQL Server MVP and Training Expert, Scott Klein, the Vice President of Sales Practice for Database Advisors, a company that provides strategic consulting services to empower sales forces with technology and processes to achieve significant business value. He is also co-author of the books "SQL Server 2008 Reporting Services Recipes" and "SQL Server Reporting Services Blueprints." He is one of the foremost authorities on Microsoft SQL Server Business Intelligence tools and practices. He is regularly asked by the media to provide his expertise on SQL Server reporting and has been published in "SQL Server Magazine," "SQL Server Pro," "SQL Server Report Builder" (as a contributor), and the "Europe Microsoft SQL Server User Group Newsletter."
Link to article: http://www.sqlserverperformance.com/Articles/Index.aspx?ArticleID=456
The 'T' Method to Sales Performance Improvement can be found in the white paper "Sales Performance Management And Measurement," published by SQL Server MVP and Training Expert, Scott Klein, with Jason Walker, Technical Lead of SQL Solutions at Microstrategy Corporation. Mr. Klein is Vice President of Sales Practice at Database Advisors, a company that provides strategic consulting services to empower sales forces with technology and processes to achieve significant business value. He is also co-author of the books "SQL Server 2008 Reporting Services Recipes" and "SQL Server Reporting Services Blueprints." He is one of the foremost authorities on Microsoft SQL Server Business Intelligence tools and practices. He is regularly asked by the media to provide his expertise on SQL Server reporting and has been published in "SQL Server Magazine," "SQL Server Pro," "SQL Server Report Builder" (as a contributor), and the "Europe Microsoft SQL Server User Group Newsletter."
Link to article: http://www.sqlserverperformance.com/Articles/Index.aspx?ArticleID=456
The 'T' Method to Sales Performance Improvement can be found in the white paper "Sales Performance Management And Measurement," published by SQL Server MVP and Training Expert, Scott Klein, with Jason Walker, Technical Lead of SQL Solutions at Microstrategy Corporation. Mr. Klein is Vice President of Sales Practice at Database Advisors, a company that provides strategic consulting services to empower sales forces with technology and processes to achieve significant business value. He is also co-author of the books "SQL Server 2008 Reporting Services Recipes" and "SQL Server Reporting Services Blueprints." He is one of the foremost authorities on Microsoft SQL Server Business Intelligence tools and practices. He is regularly asked by the media to provide his expertise on SQL Server reporting and has been published in "SQL Server Magazine," "SQL Server Pro," "SQL Server Report Builder" (as a contributor), and the "Europe Microsoft SQL Server User Group Newsletter."
Link to article: http://www.sqlserverperformance.com/Articles/Index.
Conclusion: The 'T' Method to Sales Performance Improvement can be found in the white paper "Sales Performance Management And Measurement," published by SQL Server MVP and Training Expert, Scott Klein, with Jason Walker, Technical Lead of SQL Solutions at Microstrategy Corporation. Mr. Klein is Vice President of Sales Practice at Database Advisors, a company that provides strategic consulting services to empower sales forces with technology and processes to achieve significant business value. He is also co-author of the books "SQL Server 2008 Reporting Services Recipes" and "SQL Server Reporting Services Blueprints." He is one of the foremost authorities on Microsoft SQL Server Business Intelligence tools and practices.