SPM Improves Sales Focus

Consultive is a specialist search & recruitment consultancy that uses Performio’s Sales Performance Management software to improve their sales team’s focus and drive a high-performance culture.

Overview

  • Consultive is a specialist search and recruitment consultant for the building, infrastructure, and property industry.
  • They employ a large team of consultants whose performance is measured against KPIs, which include generating leads and converting opportunities.
  • The Managing Director was looking for a way to drive accountability and provide accurate and timely reporting.

The Results

  • Performio generated a better focus on the sales activities that produce the best results.
  • The software has provided insight for both managers and sales representatives through a 360-degree view of sales activities, results and commission earned.
  • The enterprise-wide rollout of Performio was completed in two weeks and to budget.

“It’s a great product with excellent support and it is now a key part of our sales management process.”

Phil Izard
Managing Director, Consultive

The Situation

Consultive, a specialist search and recruitment consultant in the building industry, presented us with their concerns:

  • Reporting on KPIs was done in Excel. The lack of automation meant there was a long lag time between the sales event and reporting of results against KPIs.
  • The CEO was keen to hold consultants accountable for achieving their KPIs but the lack of transparent and timely reporting made that difficult.

Our Approach

  • We reviewed Consultive’s approach and provided advice on how to produce clearer reports that link sales behavior with results and rewards.
  • Performio was deployed to perform calculations and produce reports on the team’s performance against their KPIs monthly and year-to-date.

Enterprise-Wide Rollout

  • Performio was rolled out across the company within 14 days.
  • The project was managed exactly to budget.

The Results

  • The software created a 360-degree view of sales activities, results and commission earned. This was insightful for both managers and sales representatives.
  • Performio has generated a better focus on sales performance and the sales activities that generate results.
  • The enterprise-wide rollout of Performio was completed in two weeks.

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