Animalytix in Action Case Study #1 examined the utilization of “Three-Dimensional Performance Analysis” as a primary means of assessing sales force effectiveness. In contrast to traditional evaluations which focus only on internal metrics, the “3-D” analysis incorporates direct comparisons to overall market performance and performance versus key benchmark competitors. By expanding the evaluation to include these external metrics, senior sales leaders can effectively assess actual performance versus true potential.
This case study applies these principals to an actual sales team and assesses relative performance among a group of 12 sales territories over a defined time period. While the product and segment identities have been withheld from this summary to protect the anonymity of the Sponsor, the territories and products underlying the results were chosen by the Sponsor and the findings compiled from the Animalytix ALYX Market Survey data base.
The analytical methodology and presentation format were chosen by the assigned Animalytix Senior Business Advisor responsible for developing the case study. A variety of alternative metrics and presentations can also be compiled from the underlying Animalytix survey data as needed to best fit the objectives of any manufacturer interested in conducting this type of analysis. Click to download the PDF version.