Looking For Ways To Increase Sales Productivity?
Did you know that the sales productivity of your sales employees can be dramatically affected by increasing the usability of data within an organization? How do you that? Presenting data more concisely and consistently across platforms such as corporate laptops and mobile devices, and allowing it to be more easily manipulated is a great way to start improving your sales process performance?
According to a recent study, if a median Fortune 1000 business increased the usability of its data by just 10%, it would translate to an increase of $2.01 billion in total revenue every year, or $55,900 in additional sales per employee annually.
In order to achieve this increase in sales, the following prerequisites need to be met:
Data attributes
You need to consider five attributes of your data:
- Quality
- Intelligence
- Usability
- Remote Accessibility
- Sales Mobility.
Each attribute is multi-dimensional in nature and includes distinct but related facets that may be important to users or decision makers who have to use data.
The quality attribute incorporates the following dimensions:
- Accuracy:
The extent to which there are no errors in the data.
- Scope:
The extent to which the breadth and depth of the data provide sufficient coverage of the event(s) of interest.
- Timeliness:
The extent to which data is received on time to take suitable actions and decisions.
- Recency:
The extent to which data is up to date relative to the event(s) of interest.
Data Usability includes the following dimensions:
- The extent to which data is concisely presented.
- The ease with which data can be manipulated or processed
- The extent to which data is consistent across multiple sources
Data Intelligence includes:
- Trends on data items of interest (e.g., price, volume, discounts)
- Demand patterns (e.g., variation by the day of the week)
- Recommendations for better decision or actions
- Profile matching
Remote accessibility includes:
- The extent to which data can be accessed remotely by authorized users
- The extent to which applications can be run remotely by authorized users – which applications
Sales mobility includes the ability of salespersons to:
- Exchange price quotes information with customers through portable systems – for all items
- Exchange order information with customers through portable systems
- Exchange delivery information with customers through portable systems
This last area, mobility, is especially important with regards to the in-the-field sales and service force. As experts in both SAP BW and SAP Sales Productivity Consulting, as sales productivity consultants we can help you address all of these issues. To get help now, just click the button.