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SO WHAT’S REALLY DIFFERENT ABOUT OUR BLACKDOT BENCHMARK™ METHODOLOGY? KNOWING. NOT HOPING. 90% 80% 70% 60% 1/4x 1/2x 1x 2x 3x Net Real Growth Rate ‘Sales Effectiveness’ System growth HIGH PERFORMING ‘BENCHMARK ORGANISATIONS’ We analyse your data and contrast it with key internal and external benchmarks Current Performance Potential Performance Variable A Variable B Variable C We then identify those attributes that actually drive your dependent variable + • What does a high performing sales organisation quantifiably look like? How does my organisation compare? • What levels of performance variance exists across my frontline teams, and why? • Are there disconnects between Leader & Frontline perceptions of sales force effectivenss? INSIGHTS GAINED ... • What are the statistically-significant drivers of performance? • What are the relative benefits in tackling one driver over any of the others? • What do your High performers do differently to the core? • What’s the uplift opportunity in making the change? WE THEN COMPARE YOU TO UNIVERSAL AND NDUSTRY-SPECIFIC BENCHMARKS AND IDENTIFY THE DRIVERS THAT IMPACT YOUR SALES PERFORMANCE WE THEN IDENTIFY THE SMALL LIST OF OPPORTUNITIES AND HIGH-IMPACT CHANGE PRIORITIES These are the ‘dependent variables’ OVER AN 8 WEEK PROCESS, WE COLLECT SALES PERFORMANCE, EFFECTIVENESS & EFFICIENCY DATA 1. We capture and combine the most diverse array of input data spanning ... Financial Performance Demographic Attitudinal Behavioural ... and run regression analysis to understand what drives performance within your organisation: These are the ‘independent variables’ On-Target Performance Compound Annual Growth Rate Absolute Sales / Revenue Growth into ... INSIGHTS DATA ... into ... REVENUE UPLIFT An individually-relevant Change Roadmap ... into ... ACTIONS • Financial impact assessment • Strengths to leverage • Prioritised recommendations 2. 3.
