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21st Century Sales Training for Elite Performance

oleh Johnson Sophie (2019-03-04)


Your data is in an old-fashioned table. 21st Century Sales Training for Elite Performance Review The rows represent the individual salesmen, or their territories. The columns show you different things--from orders taken year to date (YTD) in units and dollars, to numbers of visits, to percentage achieved of sales-goal, to percentage achieved in each product line. How do you make immediate tactical sense of all this? This is when business intelligence--and meaningful business intelligence tools like heat maps--will come in handy. See? Problem first, tool later. I know what a heat map looks like; can you tell me what exactly it is? There are different ways to define heat maps. I like mine. Heat maps are a way to display data from a table visually through cell-size and color in a way that a) makes immediate sense and b) helps you quickly answer your "why" questions. "Immediate" and "quickly" being the operative words. Each cell of a heat map represents a row of data in the table; cell-size and color represent two columns--whichever you want them to be. A color slider under the heat map allows you to spot outliers on either end of the values of the column associated with color. And unlike a traditional graph, heat maps are optimal to display multiple rows of data--up to hundreds of rows--which would result in a visual mess on a traditional table. Using our scenario as an example, you now have 100 cells on your heat map--your 100 rows in the table, or your 100 salesmen. You choose to assign cell size to (say) YTD sales in dollars, and cell color to number of orders taken. Also unlike a traditional graph, a heat map will automatically sort things for you--by cell size. So you'll immediately see that Johnson's big cell is at the top-left of the map, telling you that he's got the highest YTD sales in dollars, while poor old small Flaherty's on the bottom right has the fewest. Cell color, though, tells you that Johnson has taken fewer orders than Flaherty--all this without you doing nothing but staring at a colored gizmo for a few seconds. And now, if you move your slider left, you see that Joyce has taken the least amount of orders, while Hernandez has taken the highest. https://wedoreviewforyou.com/21st-century-sales-training-for-elite-performance-review/