Visibility into team performance is a must have for any business.
Without it, organisations are effectively blindfolded; left to move forward with no clue as to where they’re headed.
Crystal clear Visibility lifts the fog from our eyes.
It gives sales people a vital understanding of their pipeline and what needs to happen for them to exceed their targets.
It provides management with performance insights enabling them to focus their efforts on areas needing most attention.
But perhaps most significantly, Visibility allows a company to guarantee their customer experience is of a consistently high quality at every touchpoint.
Modern organisations are more customer centric than ever.
They’re eager to get ahead of the competition on a battleground where experience is valued more than price or product.
For an organisation to do that effectively, every team, needs to work together. By doing so, a business can change and adapt to align with customer needs and expectations.
How? Through increased Visibility.
Put simply, visibility into team performance is the key to bottom line success.
However, for many companies, achieving transparency into the customer journey is much easier said than done.
The Value of Visibility
Many companies consider Visibility to be both a vital necessity and a significant challenge.
In a recent State of Sales Report, the investigation concluded that
21% of sales teams that struggle with ineffective internal processes cite “limited insight into issues until it’s too late” and “lack of timely insight into the sales process” as the primary causes.
This suggests that inadequate Visibility is a common problem that can lead to any number of issues for the sales team.
Those detailed ranged from missed opportunities and difficulties identifying what went wrong with a certain lead, to wasted time and squandered resources.STATE OF SALES
Without Visibility into your team’s day to day performance, issues slip through the cracks.
Your internal process blockage goes unnoticed, time is lost due to a duplication of efforts or a golden opportunity falls by the wayside.
If there is no central source of truth to provide a diagnosis to these issues, efficiency decreases and productivity collapses.
The Challenge With A Lack Of Visibility
A company is a complex entity.
Solving a Visibility issue isn’t as easy as simply flicking a switch and illuminating dark corners.
With so much happening at once, often requiring multiple systems and softwares, it can be time-consuming to get everyone on the same page.
Critically, this is where a lack of Visibility can actually create more work.
Returning to our sales team example, if individuals aren’t accurately logging all of the necessary information, the business can’t have accurate insight.
This then has a huge knock on effect as excessive administrative tasks create significant time constraints as people in the wider organisation waste time chasing and reconciling information.
Achieving Visibility Into Team Performance
So how do we solve the problem? Is Visibility actually attainable?
The simple answer… yes.
Below are 4 best practice tips, that you can implement, to increase your Visibility into how your team perform each and every day:
1 – Implement A Robust, Structured Process
If you have everyone singing from the same hymn sheet, areas for improvement become significantly easier to identify.
It will also initiate a consistent experience for the customer, unifying and applying best practice process to every scenario.
Then, as more insight is gleaned through the increased Visibility, your process can be adapted and tweaked for maximum effect.
Improvement is not a one off process. Visibility is the key to unlock constant, iterative improvements enabling any organisation to continuously evolve.
A consistent structure also ensures everyone is on the same page and increases accountability when steps are skipped or left incomplete.
To maximise the impact of a robust process, seeking input in the planning process from those for whom the new approach will directly impact will encourage engagement as they feel their voice is heard.
2 – Streamline The Stack
Duplication kills efficiency.
It also makes gaining accurate insight significantly harder by increasing discrepancy between systems and widening the margin for error.
Having everything in one place makes the sales process more visible and accessible to everyone involved.
By minimising time spent on administrative tasks, everyone can focus on their critical responsibilties.
3 – Utilise AI & Automation
With live dashboards, real time data is at your fingertips.
When segmented to your bespoke needs, Visibility at a glance becomes a real possibility.
Team members from different departments can access real-time analytics and information without waiting for reports to drip through to them.
The positive impact becomes two fold by enhancing the Customer Experience through automated delivery of confirmations, collateral or surveys which ensure they feel valued as a client.
4 – Track All Sales Analytics
Active opportunities, average order value, closing rates…
Whatever the metric, if the data isn’t accessible or timely, it can’t be trusted.
Tracking via analytics ensures decisions are based off accurate information and managers have precise data as to the performance of their team.
Overarching market trends also become easier to spot allowing for greater Visibility into “big picture” patterns such as high performing product lines or especially effective content.
Highlighted weaknesses are equally illuminating; showcasing areas requiring greater resource or increased training for the sales team to be making the most of every opportunity.
Intrigued to learn more? Check out our Insights Hub to keep your business at the cutting edge.
March 25th, 2021-