Competitive Intelligence - A Quantitative Evaluation of Your Sales Team's Performance

Every sales manager uses a grading system of some type for individual sales reps and the collective sales team. One of the most interesting measurements we have found is based on feedback from outside the organization. At Primary Intelligence, we let the prospects tell you how you are doing as a company. If the measurements are gathered consistently from enough sales opportunities, we have the ability to show you the strengths and weaknesses of your sales team in up to 30 different performance areas.

The table below shows a sample report from an actual client. The measurements are based on 30 opportunities where our client won and 30 where the prospect chose a competing vendor. (Click on the image below to enlarge)


It is important to note that these measurements are most effective for planning changes to tactics. Strategic insight would be better displayed through Primary Intelligence’s predictive analytics. You can email me about the analytics or read back through some older posts for more info.

Anyway, when reviewing scores like those above, the positives are your current competitive strengths and the negatives represent your overall weaknesses.

As a VP of sales, I would use this competitive/sales intelligence to show that overall, we need to emphasize our industry experience. I would also recommend that the company implement a program that helps sales reps understand the business of their prospects. These are both fairly simple to solve, require very little money, and have nothing to do with price.

Primary Intelligence could also bring some training to the table to develop the improvement plans and increase sales team effectiveness in these two areas of sales performance weakness.

Do you know what your prospects think of your performance? Maybe, it is time to ask. We can help you. We’ll show you how to do it and we’ll provide an end-to-end solution if you need one. I can give you details (cdalley@primary-intel.com, 801-838-9600 x5050)