Performance Monitoring Strategy
“A Window Of Understanding”

The Only Way
To Understand Exactly
What’s Happening

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Within Your
Outbound B2B Telephone
Sales Organization
&
Within The
"Sales Growth Strategy"
Designed To "Govern” It

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Is Through
A Properly Designed,
Executed & Supported,
Performance Monitoring System

“A Constant Pulse”

Properly
Developed & Implemented
The
Performance Monitoring Component
Of Your
Sales Growth Strategy

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Maintains
A Constant Pulse
On Each Person, Process
And Productivity Measurement
Within Your Sales Organization

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Ensuring
Profitable Sales & Customer
Growth Performance
is
Achieved & Maintained

“Problem Diagnosis”

If There Is A Problem
Within The Design Of A Process   

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Or The Way
A Process Is Being
Executed Or Supported

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A Properly Developed
Performance Monitoring System

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Will Quickly & Clearly
Identify Potential Performance Areas
& What Needs To Be Done To Correct Them

“Key Performance Metrics”

An Effectively Developed
Performance Monitoring System
Will Accurately Measure The

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1) Productivity
2) Performance
3) Customer Satisfaction

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Of The
Outbound Sales Organization

Sales Force Productivity

Is The Sales Organization's Ability
To Maximize The Utilization Of Its Resources
(e.g. time, effort, people and money)

Sales Force Performance

Is The Sales Organization’s Ability
 To Maximize Its Rate & Profitability
 Of Return
On Its Customer Contact Efforts

Customer Satisfaction

Is The Sales Organization’s Ability
 To Provide Profitable Solutions
That Effectively Meet
Target Customer Needs

The Results Achieved
When A Sales Organization's Efforts
Are Effectively Monitored

1) Prospects & Customers
Are
Managed & Developed Properly

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2) Company Solutions Are
Represented Properly

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3) Sales Force
Productivity & Performance
Are Maximized

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4) Continuous
Profitable Sales & Customer Growth
Are
Achieved & Maintained

Performance Monitoring
"Profitable Ideas"

1) Use A Web Based System
To Monitor Individual & Team Performance
Allowing  Salespeople To View & Study
Their Performance From Home

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2) Add A Quota / Compensation Calculator
That Allows Salespeople To Easily Determine
 Extra Income For Extra Effort

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3) Provide On Going
Personal & Professional
Goal Setting & Goal Achievement
 Training

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4) Add Motivational Goal Setting Quotes
To All Performance Monitoring
Reports

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5) Relentlessly Reinforce The Value
& Importance Of Establishing & Attaining
Personal & Professional Goals

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6) Salespeople Are Wanderers By Nature
- They Will Wander Away 33% Of Their Time
 If Not Monitored Effectively

Achieving & Maintaining
Profitable Sales Growth
Requires
Continuous Reinforcement

It Is Important To Remember That
“Performance Requirements”
Are To Be Clearly Stated
In The Job Description

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Then Reviewed
With Each Sales Representative
As Part Of The
Recruiting Process

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And Agreed On & Signed
By Each Sales Representative
As Part Of
Their Hiring Agreement

The Importance Of Setting
Proper Performance Expectations

Establishing Performance Standards
At The Hiring Stage
Solidifies The Foundation
Of The
Credibility & Trust Needed
To
Effectively Monitor & Develop
Sales Performance

Performance Monitoring Processes
That Achieve
Profitable Performance Results

Here Is A Sample
Of One Of Our
Most Popular & Profitable
Performance Monitoring Processes

An “Ideal” Bundled
Performance Monitoring Solution

This Performance Monitoring Report
Is Part Of A “Bundled”
Performance Monitoring System

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That Is Ideal
For Virtually “Any”
Outbound Sales Organization

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From A “Start-Up”
To A Sales Organization
That Has Already Proven Its Ability

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To Achieve
Profitable Sales & Customer
Growth Performance

The Challenges Remain Constant

This Particular Report Is Effective
Because It Reflects The Broadest Range Of Challenges That Have Faced Outbound Telephone Sales Organizations Over The Past 12 Years

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They Also Happen To Be
The Same Obstacles & Challenges
Facing Most Outbound B2B Telephone Sales Organizations Today

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In Their Efforts
To Achieve & Maintain
Continuous Profitable Sales Growth

Visualizing
Changing Performance Trends

A Second Key Value
Of This
Performance Monitoring Solution

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Is That It Translates
Changing Trends
Into
Color Coded Graphs

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That Provide Visual
Identification & Explanations
Of The Factors

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That Are Influencing
Sales, Profits & Customer Growth
In Both Negative & Positive Manners

Providing “Higher Impact” Topics
For Analysis & Discussion 
At
Departmental & Companywide
“Results Improvement Meetings”

Historical Performance Analysis

An Additional Component
Of This “Bundled”
Performance Monitoring Solution

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Transitions Monthly
Performance Data & Trends
Into A Quarterly
Performance Monitoring Report

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Allowing An Enterprise
To Identify, Compare & Analyze
Current Changes In The Performance

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Of Any Key Influencer
Against Those Of The Last Quarter(s),
Or Over The Past Year(s) Of Performance

Therefore Eliminating A Number
Of The “Great Unknowns”
That Have Complicated
The Decision Making Process
In The Past

Monitoring & Pursuing Excellence

During Steady Times
You Can Work On Improving

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Over Performing
As Well As Under Performing
Components Of Your Sales Strategy

Peak Performance Periods

During Peak Performance Periods

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You’re Able To Identify Areas
Allowing Your Organization
To Earn Market Share
From Competitors

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So You Can “Laser Focus”
Your Organization’s Efforts

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On Developing & Executing Strategies
That Will Accelerate Market Share Growth
During Those Brief And Infrequent
“Windows Of Opportunity.”

Net Loss / Gain
In
 Active Buying Customers

Our Second Most Popular
Performance Monitoring Report
Effectively Monitors
Net Loss / Gain
In
Active Buying Customers

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You’d Be Amazed
At The # Of Companies
That Spend Excessive Money
To Attract New Buying Customers

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Only To Discover
That They Are Losing
More Active Customers
On The Backend

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Than They Are Acquiring
On The Front End