An established instrument for improving the existing structures and business processes than on good sales management courses fall, is the comparison of the performance.
Your suppliers to ensure adequate? It is designed to optimize the business of the company? Are you with the right marketing and presentation? If this is your way before the competition?
Benchmarks to help answer these questions. They allow you to compare their performance with that of other companies.
In principle, a reference analysis has two objectives:
1st You know your sales could be better organized and structured and the knowledge of its competitors, which are much better. They are therefore looking for ways to improve and want to motivate your sales compared to other companies.
2nd must go So in a new direction it for new ideas and concepts will be looking to improve their sales and necessity.
Choose the most appropriate reference point to achieve their goals:
Internal benchmarking is the comparison of the sales department with sales departments in other companies. Of course, it is relatively easy to understand these data, but only a very limited perspective.
oriented competitive benchmarking is to make comparisons with direct competitors. It can be very difficult to get to information on relevant areas of different industries.
Despite functional benchmarking is better to find new ideas and concepts, and benchmarking internally oriented competition is best suited for the development of detailed plans for improvement.
The comparison of the sales departments of companies in other sectors of the industry is much more costly and difficult than the other two methods.
All benchmarking project has four phases:
Decide what should be the subject of the comparison. It depends on what aspect to analyze your sales, or sales outlets.
It is recommended to have a very limited approach, otherwise the information obtained will not be very significant. The project should focus on benchmarking:
the acquisition of the distribution of product development or monitor contracts
You should not attempt to examine all issues at once! Focus on the areas of the process by most of the resources.
Internal analysis. Before the examination of other organizations, you should know exactly how the process of analyzing the functions within your organization. Given the above, identify any weaknesses in your company! This is an important area to take into account the time and it is essential for good management courses.
You could check for example whether they your customers. Do you know the general indicators such as average processing time of a sale, the average sales volume in pounds in relation to the time taken to sell or a job number will make important information about weaknesses in their sales. This example is based on the analysis of the assessments and specifications.
The choice of a suitable enterprise for a comparison. Who has the highest sales in their industry, you know? If so, then you have already found a potential partner of benchmarking. This idea may sound ridiculous, but many competitors with regularity in some programs only to achieve their goals. Just think of the programs of joint ventures in the automotive industry, where the big car manufacturers to pool forces, Market Intelligence and Research to co-produce a new vehicle. Many of them are great competitors in its industry. Interesting for functional benchmarking partners suppliers and customers. You have less work in the analysis stage, if your choice has been the benchmarking partners carefully thought out.
The analysis of the benchmarking partners. This is the most delicate phase of the process. Your partner must now open their doors for you, and you have a look at your organization. At the beginning of this phase, you should indicate the objectives and, above all, present the advantages of the benchmarking project again.
Reduce requests for information to the really important and standard measures, such as billing by the seller, the cost of sales as a percentage of sales, the number of sales outside of the house of meetings per day, much time it takes to be a sale, etc process.
completed even after the benchmarking process is the search for new and better ways must be commenced as part of the process of continuous improvement, encourage, management courses, and the competition is not standing still.
Richard Stone, director of Spearhead, which specializes in management training courses to improve business performance.