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Testimonial We ran the salesINSIGHT diagnostic across our entire Asia Pacific business in January 2007 and presented findings at the annual sales kick-off meeting in February. The 4 key dimensions of the dashboard shaped our conference agenda and our discussions. We were keen to hear from other sales leaders throughout the region about their successes in driving sales results. Interestingly, there was a direct correlation between those countries / business units with the highest dashboard scores and those with the best overall business performance. We were also able to compare ‘best practice’ across organisational boundaries and learn from each other. We heard from our National Sales Manager in China who was undertaking some ground breaking work around data mining as they set-up for entry into new markets. We learned that our Workflow Solutions business was undertaking targeted ‘customer intimacy’ events for their most strategically important customers. This business also scored highest in the pipeline management areas of the survey and we learned how closely they measure prospect and deal tracking through to execution. Their business is heavily project management orientated and we learnt a lot about the discipline of maintaining robust pipeline metrics. Our New Zealand business had introduced a program of sales coaching and scored highest on the talent management metric. It was terrific listening to the head of sales for NZ talk us through their investment in intensive one to one coaching and the successes they were experiencing in their business. As a result of sharing our stories I believe we received greater “sales insight”. We are now looking to run the salesINSIGHT diagnostic every six months to keep us strategically focussed. Jacki Heppard March 2007
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