Sales Engine Index (SEI)

For those of you in transactional businesses, this is more relevant to your wholesale and retail pipeline as opposed to your end user transactional sales numbers, however you can use the same variables to create an index for digital sales as well.

For digital, replace number of opportunities with number of uniqiue web visitors, online conversion rate and ave. order size is the same but instead of lead time in days use length of time on site - and these 4 parameters would give you a digital index from which to measure.

Also, I do say twice something that is incorrect in the video, as you should be aiming to INCREASE the topline, whilst DECREASING the bottom line, and incorrectly say you are increasing the bottom line (when I meant improving)….however the examples I share are correct.

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INSIGHTS FOR AMBITIOUS SALES LEADERS

The line between your business functions is fast becoming more blurred than ever before, and businesses need to wake up and adapt their Sales AND Marketing functions