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.
- 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.
- 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.”
Managing Director, Consultive
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.
- 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.
- Performio was rolled out across the company within 14 days.
- The project was managed exactly to budget.
- 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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