Quantum Tools

Salesbase

The Quantum™ Sales Management Framework illustrates that simply adding a percentage increase to the previous periods' result amounts to a 'management by hope' sales culture.  Quite rightly, this often shakes any misguided confidence in achieving challenging sales results.

Solid sales policy, based on good market knowledge together with the analysis of previous results and an understanding of the activity which produced those results should shape revised sales targets. 

To give salespeople the best chance of achieving these targets, individual capability assessments should prompt the compilation of individual development plans (to address any gaps) and then personal sales activity plans will ensure that the right Quantity, Direction and Quality of selling activity is going on.

Of course, none of this is possible unless one can be confident of what's currently in the sales pipeline and what conversion ratios your sales person achieves at each stage of the sale - which is where Salesbase™ comes in.......

Salesbase™ is a tool for tracking movement within the sales pipeline.  An understanding of this sales movement allows sales people, together with their managers, to identify key conversion ratios at each stage of the sale.  In turn, this drives a 'backward planning' regimen to ensure that sufficient early sales activity is taking place in order to achieve sales targets.