"We needed the KPIs to support our strategy and sales management team," explained Patrick Moyon, Head of Tools and Commercial Support. "Our objectives were to improve sales efficiency – including a better approach to sales meetings – and to give managers motivation tools and the ability to synchronize activities through shared KPIs."
The performance management dashboard consists of three primary modules. The first module manages activity for about 300 sales managers, who monitor KPIs through a color-coded alert system. A second module shares information at each point of sale, helping financial advisers track historical activity and monitor progress against the defined business objectives. The result is every manager has data to motivate sales teams, reward best performers and identify areas needing improvement. The third module forecasts each adviser's business schedule for every manager and at the Barclays head office as a proactive performance overview at each point of sale.
"Ease of use has been integral to user adoption of the SAS Business Intelligence dashboard," said Anne de Palma, IT Project Leader, who worked with business intelligence consultants Micropole on the implementation. "It has been essential to sharing key business expansion information."
"The SAS Business Intelligence dashboard optimizes proactive decision making related to sales activity and business management," said Moyon. "We can clearly see how the business is building through individual performance improvement."
Read at source: SAS Press Center