In our previous article we had introduced you to our SalesHOOQ app. Here we try to take you through what inspired us to go for an app of our own. While there are several Sales Force Management apps out there, there are several flaws in the existing solutions. Below are enlisted a few of them which actually drove us to come up with a solution of our choice, more relevant in today’s world and one providing the right tools and metrics for easy remedial action.
Flaws in existing salesforce management system
People are using variety of metrics for managing their team’s sales funnel but most of them are based on visible measures such as prospects, number of meetings, orders closed, etc. Very few of them take a composite view of different parameters and provide clear and crisp points of action. None of the solutions segregate the salespeople based on their efforts. Measuring sales people only on visible parameters can be counter productive because a small intervention at the right area could make the salesperson highly effective. Also cost of training , hiring and adaptation is significant.
Therefore, our object has been to provide metrics and tools which can increase the productivity of salesforce with little or no investment which other solutions miss out on.
How SalesHooQ helps:
SalesHOOQ presents reports in a format that is extremely easy to comprehend. Decision making becomes crisp and clear. SalesHOOQ comes inbuilt with reports like
AGNI – Average, Good and Needs Improvement
This report classifies the entire team into three groups, namely average performers, good performers and those who need improvement. A number of parameters are analysed to come with this classification, most prominent of which are the number of meetings done vis-a-vis value of orders picked up. A focus rating is also provided to each sales person. It is generally observed that the larger the focus rating (number of repeated meetings) I.e. the more the order collection. Improvement in the focus metrix could improve sales dramatically.
PI – Performance Indicator
Performance Indicators sort the sales team on individual parameters of ‘Orders Collected’, ‘Meetings conducted’ and the ‘Focus Metrix’. The sales managers can take each parameter individually and work on the lowest performers based on these reports. This actually serves as a feedback mechanism for the sales team to improve their performance relative to that metric.
ETA – Efficiency Graph
The efficiency graph is a graphical representation of the entire sales team performance in the past 3 months. The graph displays cumulative performance of entire team segregated into number of meetings, value of orders and total focus points. This provides the manager with a bird’s eye view of progress of the entire sales team.
Transporthub’s SalesHOOQ solution is designed to bridge the gap between client expectations and existing sales solutions. A small time spent on SalesHOOQ reports enables the sales manager to drive the sales team in the correct direction in order to get markedly improved results. This provides a win-win situation for all stakeholders and enables them to channel their energy on focussed core activities.