SO WHAT’S REALLY DIFFERENT ABOUT OUR BLACKDOT BENCHMARK™ METHODOLOGY?
KNOWING. NOT HOPING.
90%
80%
70%
60%
1/4x 1/2x 1x 2x 3xNet Real Growth Rate
‘Sales
Effe
ctivene
ss’
System growth
HIGH PERFORMING ‘BENCHMARK
ORGANISATIONS’
We analyse your data and contrast it with key internal and external benchmarks
CurrentPerformance
Potential Performance
VariableA
VariableB
VariableCWe 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?
INSIGHTSGAINED ... • 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 ... INSIGHTSDATA ...into ...
REVENUEUPLIFT
An individually-relevant Change Roadmap ...into ... ACTIONS
• Financial impact assessment• Strengths to leverage• Prioritised recommendations
2.
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