Studies suggest that at least 20% of available sales time is consumed by administration and planning activities. And yet most are characterised as opaque. Whilst part the reason is the volatile nature of the environment, we believe there is a deep routed contributor that can be impacted:
 
Sales planning and measurement tools tend to ignore capacity constraints, assuming that there is unlimited resource available to perform key tasks. As the selling environment gets more complex this is an increasingly unrealistic assumption.
 
We help our clients to develop "resource realistic" plans that:-
 
• Determine Resource Impact: We work back from the desired outcome and determine the resources impact of supporting the key sales tasks.
 
• Consider alternatives: are there better ways of achieving target outcomes?

• Assess Plan Vs Actual: often planning is a static process performed in isolation of what's actually happening. By utilising real world feedback we improve both current and expected performance