Developing sales activity tracking systems

Many organisations have a strong planning cycle with some robust processes. Many are very strong at breaking revenue down into specific product or service targets by customers. However, an area of almost universal weakness is in the area of activity planning and tracking.

Meridian believes that activity tracking is a crucial business protocol. If the link between activity and business results is understood, then tracking actual activity against planned activity and recalibrating the forecasted business results is a crucial task for the World Class selling organisation. In effect the results from each working day should equate to 1/220th of the annual business plan.

Meridian works closely with its clients firstly to understand the activity/results link and then to develop a KPI tracking system to support the right management behaviours. The shorter the time between uncovering a shortfall in planned activity and the requisite remedial action being taken, the more likely it is that business targets can be achieved.