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CAPS is a model of four challenges which leaders of outside sales forces come across -How can you overcome them?
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© i-snapshot 2009
C.A.P.S**
The 4 problems impacting on sales force success
**(not the ones you wear)
© i-snapshot 2009
C is for Concentrate
If the field sales team aren’t focussing effort in the
‘right’ markets or on the
‘right’ products – are you
getting the best out of them? How
do you measure and
influence this?
© i-snapshot 2009
A is for Attrition
Are customer attrition rates too high? The churn of a customer base
can be controlled with effective customer relationship
management - not the technology alone – but the process! How do you measure and influence this?
© i-snapshot 2009
P is for Performance
Are the sales team performing as they
should? This covers a whole host of
areas, from calling rates to following
pipeline processes. Who are
your ‘over’ and who are your
‘under’ performers? How does your
team perform compared to
competition or the history?
How do you measure and
influence this?
© i-snapshot 2009
S is for Spend
What are your customers spending? How much is it with you? Is it reducing? It could be little or
poor account management or maybe
increased competitor activity.
How do you measure and influence this?
© i-snapshot 2009
So how can we measure and influence all of this?
© i-snapshot 2009
Check out our documents on
SlideShare for more details and case studies on each C.A.P.S.
www.slideshare.net/isnapshot/documents
© i-snapshot 2009
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