Sales Process Diagnostics and Metrics
 

By knowing the sequence of steps in the sales process, and by knowing the values of the critical variables, attrition, duration, and capacity, we can construct the sales funnel beginning with quota and preceding in reverse to the initial stages of discovery or marketing. The user identifies the quota (how many and by when), and Attieve®, our Sales Process Analyzer, guides him through design of the path that will take him there.

Sales Process Metrics

Once the constraint is identified and its capacity is known, Attieve® develops a sales funnel process that supports the full capacity of the constraint, thus maximizing the production of the sales funnel structure. Attieve® advises the user if the capacity of the constraint is not fully utilized due to attrition or insufficient load at preceding funnel steps. 

With Attieve®, the user is able to design a funnel that promotes the achievement of quota. Once the funnel and quota are defined, users track their daily activities through Attieve®, and compare them against the original design. If the original design is not being met, users can easily determine why, and are able to take appropriate corrective actions.

Corrective action involves decision making based on knowledge that sales professionals receive from a variety of sources. For example; if the attrition at a given step is unacceptable, the cause may be a lack of product knowledge, or the inability to close the sale. The important point is that users and their management will know what corrective action is required, and where it must be applied. Resources will not be spent where they are not needed.

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