27 May Constructing the Sales Dashboard for Control

Constructing the Sales Dashboard for Control

Simon Wallace | 27th May 2014

No matter where you are in the world to become a great leader in any discipline, a person needs a dashboard that allows visibility of exactly what is happening in their area of responsibility. This control system will allow them to tell, show and get out of the way but always reserve the option to step in when they see a necessary correction or opportunity to say well done and thank you.

Constructing the sales dashboard is a critical part of effective sales leadership that allows the sales manager to maintain and drive profitable sales growth. This process requires attention to 4 critical steps:

1. Establishing standards
2. Measurement
3. Review
4. Correct and/or Praise

Step 1 establishes the sales team’s targets and key performance indicators (KPI); Steps 2 and 3 confirms the sales department’s evaluation strategy that determinates the source, collection, and the reporting of the data required; this step also prepares the sales manager for Step 4, which apart from good sales governance is their opportunity to correct or celebrate when due.

Are your sales static, too slow or fast but without profit and moving in the wrong direction?

What is your sales dashboard telling you?

About the Author

Simon Wallace is founder of The Whole Thing Group and passionate about performance improvement. Creative entrepreneur and trusted advisor to some great companies that are achieving great things.