Enhancing the passion of Intuition with the rigor of Evidence

Structured evidence based sales management

process

Graphical translation

80/20 rule

Pattern recognition

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www.salesmatrix-usa.com

SalesMatrixEnhancing the passion of Intuition with the rigor of Evidence

What is the most significant Business investmentThe popular answer is My People

We Challenge that notion and believe it is … The investment in your current customers AND

the value offer that you deliver. Be that your products or services or the combination of both

Most significant investment“Give it much love and let it grow”

• The secret is the connection to the customer via what they purchase. This is where salesmatrix, and the Structured Evidence Based System will make a significant difference to both your sales performance and your ability to engineer the right QUALITY* of growth

* Revenue growth with concurrent gross margin growth

Salesmatrix Growth

Performance Matrix

Revenue Growth %

Margin Growth %

Increase Decrease

Increase Star Watch List

Decrease ? Dog

Reaching for the STAR is the ultimate GOAL Salesmatrix is part of the journey

3 areas

Where are we Making or Losing Money?Is our ‘Target Segment’ the ‘Best Served Segment’?

Segmenting our customers AND what they buy ranked on best to worst margin performance

We have 144 customers in the above 40% margin. ?What are the behaviors of this group ?Does this group have any specific opportunities ?How profit sensitive is this group to additional growth?Do we know that this group is the best served group in our portfolio

Best Performing Customers with the Most Profitable Product/Service

Cell Details (double click on any cell)

Optimizing the Best Performing Customer and Product Portfolio

Now we Know Who They are and What They are Buying

Traffic Lights Provide a Quick Guide

But the Real Opportunity Awaits

Right click, on a customer to identify the opportunities .These are all the products sold to customers in a like buying segment (suburban pharmacies) BUT not purchased by the targeted customer called Mount Pharmacy

Further Opportunities: Products Previously Purchased

but not Purchased in the Past 3 Months

Customer by salesperson

Customers by product by margin %

Market basket analysis

80/20 Rule

Contacts

Andre Gien agien@gfbridge.com 925 323 2802 Steve Travis www.travisconsulting.com 401 954 6713 Graeme Nichol www.arcturusadvisors.com 917 826-1969

www.salesmatrix-usa.com