Salespeople and their managers are busy people with lots of demands on their time and attention. So, although SellerNAV® is a sophisticated analysis of sales performance of a sales team, it does not produce pages of reports and graphs of analysis. It produces maps instead.
Here are 5 reasons why the maps are powerful sales aides:
1. A Map Beats A Report
SellerNAV creates the world’s first sales maps – that is maps for sellers showing how to reach target. It is a highly effective visual tool for the salesperson and for his/her manager or coach.
Building the map of a medium sized sales team (e.g. 50 people) can involve more than 5,000 pieces of data. Such a volume of data could easily result in information overload or analysis paralysis. However, the map makes interpretation easy. For that reason they are a powerful coaching tool.
It is easier to read a map than a 50 page report! That is particularly important for cross-national sales teams operating in different languages. Just like any map the salesperson can zoom in and out to find what they want and access the tips and tools they need. Alerts on the map highlight areas that (based on the assessment) may require attention.
Coaching question: ‘Are the obstacles or roadblocks clear?’, ‘How can the obstacles be removed?’ and ‘What impact do you think tackling these obstacles would have on sales?’
2. It’s Intuitive – Sales As A Journey!
Because the map is a concept everybody is familiar with and can relate to. The sales maps therefore have intuitive appeal.
The sales target is the destination and the sales process is the journey. That makes the map a powerful metaphor. The map shows the key steps and stages of the sales process highlighting obstacles or roadblocks.
The map enables the viewer to see if he, or she will arrive at their target in comfort, or if for example they are running low on fuel (e.g. insufficient activity at the leads, or meetings stages of the sale).
Coaching question: ‘Are we on course to reach target?’
3. Maps Avoid Personalities & Politics
Metaphor is used to depersonalize what can sometimes be a contentious or political debate about sales performance. It removes contention politics and defensiveness.
The maps get people looking at and talking about the issue of sales performance in the same way. That is powerful.
Coaching question: ‘What is the map telling us?’ ‘How accurately does it reflect how we are selling today?’
4. Visuals Are Powerful
The maps are designed to get people looking a sales performance in a new way – leading to increased creativity and innovation.
The maps bridge the gap between information and understanding. The alerts on the map make it easy for people to see what needs to be done.
Coaching question: ‘What will the map look like in 6 -12 months time?’ and ‘What areas are a priority for the next 6-12 months?’
5. Process Diagrams Are Not Enough
While sales process is an important topic, the straight lines and square boxes of process diagrams don’t seem to fit selling as well as other areas. They also tend to convey the notion of process as slow, difficult and in-flexible.
The maps are a clever way of visualizing sales process suited to the sales audience. They are an example of a sales infographic, or cognitive simplicity through the use of powerful visuals to communicate complex information.
Coaching question: ‘Where are the bottlenecks, or gaps?’ and ‘How can they be removed?’