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Sales Confidence Measure Launched
US solutions provider Primary Intelligence has launched the Sales Confidence Index, a tool for the automated measurement of salespeople's confidence and engagement with their organisation. The company says results show the Index to be a precise leading indicator of future customer purchase decisions.
The Index samples a random portion of the company's sales representatives each month, providing a simple online questionnaire which guarantees them anonymity. Users can benchmark their company's performance with that of others in the same industry, as well as that of all participating companies, and can identify potential strengths and weaknesses.
According to the designer of the Index, Dr. Gary Rhoads, 'Historical win loss evidence shows that the optimism and current sentiments of a given sales force is the most powerful predictor of the success that sales organization is having and the success it will likely have in the near future'. He adds that the ratings give effective advance warning of problems: 'when Sales Confidence scores drop, this precedes a drop in sales success several months in advance'.
This is one of the key strengths of the Index, according to Chief Strategy Officer Rob Jeppsen: 'Sales leaders traditionally have had lagging indicators, and have had to guess how they could best improve the performance of their respective teams. Today, companies can detect problem areas as they emerge and resolve them quickly before they affect sales'.
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