There is no insurance for sales. No pay-out to compensate for missing target and no protection against an under-performing territory, or sales person. That is why risk managing sales is vital.
SellerNAV® pinpoints where a sales target is at risk. It highlights sales people, behaviors or processes that could jeopardize target attainment and limit sales performance.
After producing an inventory of the risks, SellerNAV® quantifies risks in terms of their potential impact on sales. Managers can see the impact of taking action today to prevent problems at year end.
SellerNAV® is used by managers to assess risks at the level of the overall sales organization, or for a sales team and/or an individual. It will also risk profile a deal, pin-pointing risks associated with deal or pipeline forecasts. It will show, for example, if there are:
- Steps in the sales process that are under pressure
- Gaps in terms of sales skills
- Sales techniques or aspects of best practice that are being neglected
- Not enough leads being generated or prospects being met
SellerNAV® heightens awareness of risks and brings the debate about what could cause target slippage out into the open.
Sales managers don’t want people saying ‘I told you so’, they want people to own up to the challenge and to accept responsibility for tackling those factors that could limit sales.
But it goes one step further, SellerNAV® suggests actions that can be taken to manage or minimize risks.
To find out more contact us here.