Optimize your levy funding

Optimize your levy funding

Upskill your current team or hire new talent through an apprenticeship with Mercuri. We now offer levy funded, world class development programmes for your sales teams, business leaders and customer service professionals to name but a few.
Negotiate with Confidence

Negotiate with Confidence

Develop a clearly defined and efficient approach to negotiation with Mercuri's Professional Negotiation Skills masterclass on October 30th - 31st. It is ideal for people in a sales, key account management, leadership or buying role who are directly involved in negotiations.
Sales Leadership in the Field Masterclass

Sales Leadership in the Field Masterclass

Do you engage in coaching visits with your team? Develop your Coaching and Managing skills to have a direct influence on the ability of your team to perform at the highest level with Sales Leadership in the Field on November 20th - 21st.
Consultative Selling

Consultative Selling

Sales Managers and sales people must today master Assertive and Consultative Selling skills. They must know how to analyse their customers’ and prospects’ buying journey. Develop a sales approach that engages and motivates the customer to buy with our Consultative Selling masterclass at the London Heathrow Crowne Plaza.
Accelerate sales growth with improved sales activity planning

Accelerate sales growth with improved sales activity planning

Join our next Sales Activity & Pipeline Planning masterclass on November 6th at the London Heathrow Crowne Plaza. Develop a sales plan that will help you manage existing customers and find new opportunities.

Taking Sales to a Higher Level

Back

Sales Management Process Efficiency (SMPE)

 

 Ask yourself?

“How do you measure the performance of your sales management team?”
“How confident are you that the business will deliver the right shape of result?” “Why?”
“What do your best Sales Managers do that makes them so successful?”
“How many of your sales people under-perform each year against target?” “Why do you think this is?” “What are you doing to  change this?”
“What is your approach to measuring and managing your sales teams?”
“What are the key factors/plans for growing the business?”

 

Top sales managers follow a process for managing their people. Understanding what this process looks like can help other managers adopt a more effective approach to managing their sales people.

The SMPE analysis is designed to identify how effective your sales managers are and where they focus their effort. It can also enable your managers to be benchmarked against each other and against a global database of leading companies.

The managers undertake a comprehensive survey to examine what they know and how they work in 8 key sales management areas. This data is then validated before a detailed analysis is undertaken.

The output can rate the efficiency of each manager and identify areas of best practice. It can also predict which of your managers are likely to achieve their sales objectives as a direct result of their management activity.

In addition, this analysis can be used as the basis for creating a consistent and highly efficient sales management process across the business.

 

  • SMPE Rating for each Manager
  • Each Manager is scored for their response against each of the 80-100 questions asked against a pre agreed benchmark
  • Benchmarking against other previous SMPE surveys
  • Analysis for each question across the respondents
  • Recommendations for improvement
  • SMPE Scores over 77% show consistently that these Sales Managers hit target and budget. 

Therefore a score of 77% or more gives 100% confidence of achievement of future targets

 
 A score of less than 77% does not mean that that manager won’t hit target, it just means they are not in control of it.
 
 
A Manager hitting a SMPE score of 40% will be in control of about 44% of their results. The rest is up to chance.