How can I set data-driven performance goals?
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Your company wants to update their key performance indicators for different roles. With User Type, your company can establish performance benchmarks based on data from their users, as seen in the graphs to the right. Leadership is looking to you, a business analyst at your company, to answer the following questions:
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User Type data enables tracking activities and benchmarking by role
To answer the questions from your company’s team leads, you combine information from your company's users with industry-wide insights.
How many interactions should Sales users record per week for optimal engagement?
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Sales users across the industry are currently recording around 48 interactions per week, as seen in the graph to the right. Based on the Sales User Type, you see that the highest-performing Sales users at your company record about 40 interactions per week. From the standard metrics data, the Sales team lead sets a goal of 40-50 interactions per week for Sales users. |
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What is the most effective ratio of virtual to in-person meetings for medical users like Medical Science Liaisons (MSLs)?
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You look at the available data on User Type and activity and find that the users with the highest number of account interactions had roughly 70 percent of those interactions in-person and 30 percent over virtual channels, as seen in the graph to the left. You present this information to the MSL team leader. He sets new guidelines encouraging MSLs to use virtual channels for at least 30 percent of their interactions with HCPs, with incentives for users who conduct more video meetings. |
How often should your company's Key Account Managers (KAMs) reach out to account stakeholders over email?
You review the data from across your company's Vaults and find that KAMs get the most clickthrough with three emails a week per account.
The leader for the KAM team changes his team’s account plan to include at least three emails a week to major accounts.
Data-driven goals lead to optimal field performance
In summary, the User Type standard metric makes it easy for your company to create benchmarks from standardized, industry-wide data and track whether users are meeting expectations for their specific roles. High performing users are recognized and rewarded. Users who aren’t meeting expectations receive additional coaching and guidance. By year end, your company’s field force productivity is measurably higher—clear, actionable goals raise morale and enable all of Verteo’s field force to focus on the activities proven to matter most.
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Want to learn how you can use CRM to deliver targeted evaluations and coaching? See Coaching Reports and Advanced Coaching Reports. |