The FrontRow charting system gives companies a graphical presentation of sales reps key strengths and weaknesses. The charts allow the manager to choose an activity from the sales process and graph it over a given time frame.
In graph 1 below the manager has chosen to view a graph of all the sales reps in his/her district over the last 12 months with reference to key call types.
The letters A-K across the bottom represent the sales reps in this manager's district. The activity ranges vary from a high of just under 4000 by rep C to a low of 1500 by rep D. It appears this company does not do a lot of Pre-arranged Appointments and you will notice that rep F does 90 percent Cold Calls.
Graph 2 is the same sales team over the same time frame but is depicting the Results of every sales call.
In Graph 3 we are showing one reps activity over the last 12 months, broken out in monthly views. This allows you to watch and compare your reps performance over time. This is extremely valuable to identify strengths and weaknesses and individualize training programs. Imagine having this kind of information for new reps or for doing performance reviews. It also will give you incredible insight into the succes or failure of training programs.
These are just 3 of the thousands of graphs you can create to help you identify performance need and improve the productivity of your sales team.