Mercuri International SPOT-LITE
"A SNAPSHOT OF HOW CLOSELY YOUR RESOURCES ARE ALIGNED TO ACHIEVE YOUR ORGANISATION'S OBJECTIVES"
Profit and growth are crucial for survival in business. An increase in sales is one of the quickest ways to achieve this in comparison with other options such as innovation or acquisitions. In many organisations that which happens in sales remains a bit of a mystery to management. What is generally accepted is that there are great differences in performance of individuals in sales. Differences of this nature would often not be tolerated in other areas of the business such as production. Research shows that in general 60% of sales people under perform while as little as 12% of sales people are responsible for more than 50% of the sales results. Challenges in this area include the fact that on average only 17% of sales forces' time is spent in direct customer work.
Given that only 20% of companies' strategies are understood on a day to day basis by the front line staff, it is not surprising that many company strategy formulaters experience frustration when it gets to the implementation of their strategies.
This is the result of what Mercuri terms Strategic Leak. Strategic Leak includes all factors within the organisation that impede the implementation of strategies. Mercuri believes that it is essential that strategy formulaters are aware of the extent of strategic leak within their organisations.
With this in mind Mercuri has combined a number of it's analytical tools to provide companies with a snapshot of how closely their sales resources are aligned to achieve their organisations' objectives. This combination of analyses tools are referred to as the Spot-Lite.
Mercuri International has in excess of 47 years involvement in the development of organisations, gained in 70 countries around the globe, in a variety of industries. This broad base of experience has enabled Mercuri to give its customers the benefit of successes and lessons learnt from different countries and different industries. Mercuri International bridges the gap between consulting and training companies, it's strength lying in the implementation of strategies.
Introduction to the Spot-Lite
The Spot-Lite provides companies with a snapshot of how closely their sales resources are aligned to achieve their organisation's objectives.
Objectives of the Spot-Lite
1. To get an understanding of what needs to be done to optimise your company's sales (determining the nature, if any, of the gap between the objectives and the competencies and activities of the sales force)
2. To prioritise what needs to be done in terms of closing the gap, if any
3. To create an effective development plan (more detail on what needs to be done to close the gap, if any)
Elements being considered
The Spot-Lite considers your employees' views in four areas being:
1. Attitudinal
a. Immediate manager
b. Cooperation within the company
c. Company culture
d. The company
2. Strategy alignment
a. Between executive management and sales management, and
b. Between sales management and sales people
3. Managers' competence
a. Normally 10 to 12 key competencies defined
b. Current levels and future requirements determined
c. Priorities for development
4. Personnel' competence
a. Normally 10 to 12 key competencies
b. Current levels and future requirement
c. Four priorities
d. Perceptive evaluation by sales management of sales people's competence
Spot-Lite process
The Process:
The process can be completed as soon as two weeks from getting the go ahead, depending on the availability of those involved and the complexity of your organisation. It requires not more than 2.5 hours per sales manager or sales person involved.
The flow is as follows:
Spot-Lite outcomes
Within two weeks you will know:
1. To what extent your strategies are formulated based on customer needs
2. The level of synergy between the MD's strategy and the sales force's actions
3. The sales force's perspective of organisational issues such as: cooperation, immediate management and culture
4. The extent to which your sales management system provides you with information to monitor and steer sales activities
5. The difference in points of view regarding current competence levels
6. The difference in points of view regarding future competence requirements
7. Summary of findings with specialist recommendations
Possible benefits:
1. A consultative approach that enhances buy-in and implementation of changes required
2. Relevant information about the company increases understanding of employees' requirements
3. Cost effective method highlighting areas of possible further investigation / development
4. Specialist recommendations directed at increased results
5. Outcomes will inform your skills development plans
6. Foundation for steering sales activities in line with strategy
7. Identification within two weeks, of clear development priorities, allowing for short term implementation of action steps
THE IMPORTANT CONSIDERATION IS:
DO YOUR PERSONNEL HAVE WHAT IT TAKES TO MAKE YOUR STRATEGY HAPPEN?
Some of our
Local and International Customers
arivia.kom AEL · ABB AECI Coatings ·Akulu Marchon · Alfa Laval · Holcim · Alstom · Atlas Copco · Audi · Bankserv · BTI Connex · Barloworld · Canon · Chemserve Technical Products · Cinemark · Chubb · Ciro Alliances · Comutanet · CQS Holdings · CTI · CP Ships · Caterpillar Germany · Dulux · Enterprise Connection · ITC · Incentag · I-Net bridge · KLM · Kievits Kroon Country Estate · Konica Minolta · Merck · MWEB · NDE · Prestige Group · PG Glass · Pharmacia · Rockwell · Rentworks · SA Express ·SAPCO · SGS · Seco Tools · Shatterprufe · Smith & Nephew · Shell · Stannic · Tenneco · Wilec