Sales Management, Analytics and Reporting

Problem

• The need for a purpose built solution for Sales & Marketing organizations targeting American households
• Lack of a simple interface and an integrated platform to conduct key tasks effectively and efficiently
  • Currently no easy way for Sales & Marketing organizations to plan, execute and review their activities in one single platform
    • Capture leads from multiple lead sources effectively
    • Define sales territories for Sales Management and Field Sales force
    • Assign leads to teams on a day-to-day basis
    • Capture the disposition on leads run (sales achieved, reason for no-sale etc)
    • Analyze market, resource and product performances for management
    • Generate and publish reports and analytics to Business/Brand Owners
• Poor conversions, high lead costs, lost productivity, revenue leakage, lost
  business

Solution

• The PLAN-RUN-CHECK™ construct that integrates the Planning, Execution and Analysis of the various activities related to successful sales campaigns
• Ability to configure/’purpose-build’ a solution with parameters specific to a business – products, markets, resources, yet take advantage of pre-built templates and solution infrastructure
• Single, simple interface for Planners, Managers and Field resources
• Deployment in a hub-and-spoke scenario where a business/brand owner engages an in-house or outsourced Sales & Marketing function to generate and run leads
• Standard and configurable reports that summarize by market, by resource, by product – plan vs actual, performance by period, causal factor analysis, conversion, retention and other operational and financial metrics

Results

• Greater sales management productivity (higher conversion)
• Greater retention of sales force
• Automation of various reporting tasks and therefore improved productivity of Administrative resources
• Additional business from business/brand owners if the Sales & Marketing function has its own P&L

Solution Features and Functions

Planning

• Setup
  • Company/Division
  • Products, Prices and Promotions
  • Resources (Managers, Reps)
  • Territories, Map Mgrs to Territories
  • Lead Disposition, Sales Codes
• Define Resource and Territory hierarchies

Execution (Run Module)

• Stage purchased leads for viewing/editing
• Enter leads manually
• Upload (activate) purchased leads
• Search/sort/view leads by various parameters
• Assign leads (bulk and individual) to Representatives
• Disposition leads (Sale, Pitch-No-Sale, NoResponse), along with reason codes

Monitoring

• View Business Performance
  • By Product, By Territory, By Resource
  • By Period (Day, Month, Qtr, Year)
• View Commonly required metrics and ratios
  • Conversions – Pitch/Knock, Sale/Pitch etc
  • Revenue per period, per resource..
• Causal Analysis for Sales, Pitch-No-Sales
• Filter, Sort, Drag and Drop fields to view
• Ease of management decision making and operations tracking

Solution Administration/General Features

• Role based Access Control
  • Administrator, Director, Manager, Rep
• Web Based deployment
• Upload/Download from/to Excel
• Easy setup/Solution as a Service
• Online video help

Solution Approach

Our solution approach

• Leverages pre-defined templates and models
• Is tailored to interface with various incoming feeds
• Generates plans, views and reports that are actionable

Advantages of the approach

• Provides the ability to capture and track plans, day-to-day operations and performance causal factors in an integrated fashion
• Bottoms-up plans and methods as opposed to tops-down plans that are inherently sub-optimal
• Facilitates model upgrades to adjust to changing circumstances
• Keeps the Total cost of Ownership of the solution (TCO) of the solution low

Deployment Models

The solution will be deployed as a service and configured based on the number of markets (territories) served, products managed and resources using the system. Standard help-desk support provided, along with periodic back up of data for customer needs.

Methodology

Shown here is a typical implementation cycle – short, systematic, yet comprehensive

Why Us

• 75+ years collective experience in
  • Planning, operational and managerial experience at Fortune 50 companies, Big 5 consulting and Supply Chain software companies
  • Process Design, Solution Development background using Advanced Modeling, Systems Engineering and Financial Analysis in all Corporate functions – Sales & Marketing, Manufacturing, Production, Customer Svc
• Design, development and deployment of leads-to-sales workflows for D2D sales & marketing companies
• Engagement with Retail and other Service Providers, including a major Home Improvement Services Provider
• Development of strategic plans, planning models (for product, price, promotions, supply chain distribution and logistics functions), operationalization of these plans
• Development of an Operational Management Discipline for Sales, Marketing, Installation and Customer Service functions
• Proven track record of successful implementations and documented benefits
• Unique approach to problem solving combining proprietary models, process discipline and technologies