SSD is a Business Development software and performance improvement methodology designed specifically to break the "Feast and Famine" cycle in business development. Every sales person is assigned specific sales objectives, then measured against these objectives on a monthly interval during quick performance feedback meetings. Sales Directors and Managers can then have a full "line of sight" as to the achievement of Business Development objectives for the entire sales organisation. This is a "Lead Indicator" of forthcoming success or failure in business development activities.

Sales objectives are assigned in the following areas:

• Budget/Target Objectives
• New Business Sales Objectives
• Account Management Objectives
• Activities
• Initiatives

These objectives are then reviewed each quarter/month as to their achievement or lack of achievement. This multi dimension focus ensures you are making progress on all dimensions of a sales person's objectives, not just on numbers.

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Benefits to Sales Management

• Increased accountability for your sales team
• Get the team to do what they should be doing
• Ensure they keep doing it
• Reduce you effort in reviewing their progress. The structured approach means you can review and set new objectives very quickly
• Finally the new way to manage sales teams with full reporting

Those trained in sophisticated sales management will recognize the methodology, its heritage in performance management and the power the methodology has to consistently drive sales performance.

Outcomes

SSD typically achieves the following outcomes:

• High accountability for every team member.
  
• Full alignment of sales effort to sales management goals.
  
• Enables comprehensive, quick review meetings with sales staff which cover all dimensions of a sales persons objectives, not just numbers.
  
• Objective data from which you can really make Talent Decisions
  
• "Line of sight" reporting for sales directors / managers to see what each member of the sales team is doing. This ensures wasted effort is reduced and applied to the correct objectives.
  
• Consistent strategic review process across the entire sales force. This is not a "loose" meeting, rather a monthly review of the objectives that were set and which objectives where met. This process is often dealt with in an ad hoc fashion as most sales forces do not have a clear process to conduct these meetings.
  
• Identification of talent gaps in the sales force.