Leveraging Science to Optimize Sales

Steve Diamond, Managing Director at BitInsight, and Malcolm Rees, Global Head of Sales for DHL Express, recently published an article in the magazine SellingPower called A Scientific Approach to Managing the Salesforce at DHL Express. The article notes that to be effective it is important to tie your sales management and productivity tools to your company's strategy, to benchmark a small number of high leverage key performance indicators (KPIs) for sales team tracking, to evaluate behaviors as well as results, and to fully engage the organization in this effort.

The article emphasizes that effective use of sales force management tools requires generating timely, accurate data and using this data to drive decisions. Critical to this effort is knowing what metrics to track and knowing what tracking data results are optimal. This article provides insight into how DHL Express addresses these two critical points via benchmarking and gap analysis.