Our client, a fortune 50 company, was looking for a way to drive consistent improvement in sales behavior across their multiple lines of business around the world. Their current environment was a series of line of business (LoB) specific performance metric reports that couldn’t support the global, consolidated view senior management needed. They looked to The Grasp Group to assist in designing and implementing a new Sales Dashboard to meet the business needs.

As is often the case performance measurement grows up around the specific needs of each individual line of business. The “we are unique” card drives this silo perspective. While we agree each business unit has very unique needs, there can be and often is common ground that allows for a more holistic representation of the business. Based on this belief, we initiated a program to review the existing LoB Scorecards through the lens of five key sales performance tenants:

• Planning

• Opportunity identification

• Customer Engagement

• Financial Performance

• Post deal analysis

We identified and consolidated performance metrics in each category across all the lines of business. We worked with LoB management to gain consensus on the measures and the method of consolidation. We developed and implemented a Dashboard that reflected the agreed metrics, providing an “all up” view of sales performance across the entire business.

This new view is now an integral part of the business and is being used to drive increased sales performance and as an “early warning” system to quickly identify potential trouble spots around the world.
 

The GRASP Group    2300 McDermott Road    Suite 200-389    Plano TX 75248    USA