How to use sales-i to manage,

track and enhance your

sales team’s performance
sales-i is a long-term strategy for growing your
business that works by leveraging your sales
information and optimizing your sales team.

But what’s the best way to use it to help enhance

your sales team’s performance?

This guide discusses how to understand your

current sales situtation, what questions you should
be asking of your sales reps and how to encourage
continued use of sales-i.

“As a Sales Manager, sales-i has made my job so

much easier and more efficient from running simple
usage reports, sales reports, etc. to identifying
eroding margins and where to plug the holes.”

Michael Richardson
Sales Manager
Step One
Understanding your current situation

sales-i can be used as a management tool to view and understand

how your sales reps are performing, show you what they are doing
well at and guide you on any areas which may need improvement.

As with anything, before you can suggest improvements it’s best to

understand how your Sales Reps are currently performing.

There are many ways you can use sales-i to help you understand this
but there are two reports in particular that we recommend running -
the Snapshot report and the Call Outcome report.

Check out how to use them on the next page.

SA L ES RE P S NA PS HOT R E PORT

A Snapshot report will help you understand what

sales your reps have made to their customer base,
which product groups and products they’ve sold,
along with information on any gaps in sales and
sales variance for their accounts.

A guide on How to create a Snapshot report

on a salesperson is available on the sales-i
KnowledgeHub - Visit https://support.sales-i.com/
how-to-create-a-snapshot-report-on-a-salesperson

CA L L O U TCO M E R E P O RT

A Call outcome report allows you to view,

prepare and export a report showing you how
many calls/visits a Sales Rep has made in a
certain time frame, what type of call or visit
they were e.g. a prospect call, qualifying call
or customer call, what sort of outcome was
acheived. e.g. positive or negative and at what
stage the meetings reached.

A guide on How to create a Call outcome report

on a salesperson is available on the sales-i
KnowledgeHub - Visit https://support.sales-i.
com/control-panel/how-to-guides/how-to-
check-the-performance-of-your-sales-team
 Step Two
Questions to ask

Whether you are about to conduct a one-to-one meeting with one of your sales
reps or just want to stay up to date with how they’re getting on with using sales-i,
the below questions will help you understand how they’re doing.

All the answers can be discovered in sales-i. If they’re unable to provide you with
the answers then it may indicate that more training on the software is required.

M YCA LLS

MyCalls allows you to schedule calls, meetings

and follow-up interactions,

It also records call notes, outcomes and next

actions for easy customer management.

Using MyCalls the Sales Reps should be able to

answer the following questions and show you in
sales-i how they have recorded their notes:

+ What are your top 5 stand out events/sales

from last week?

+ What are top 5 opportunities that you’re working

on this week?

+ What are your next steps with these

opportunuties?

A guide on How to use MyCalls is available on

the sales-i KnowledgeHub - Visit
https://support.sales-i.com/mycalls/how-to-
guides/getting-started-with-mycalls
 VAR I A N C E

A Variance report gives immediate insight in to any

changes in customer spend across two date ranges.

Your sales reps can use this enquiry to identify and stop
any falling sales across your customer base.

Using Variance, the Sales Reps will be able to tell you:

+ Which accounts are up and which are down in spend

year on year (yoy)?

+ Which product lines are up or down in spend (yoy)?

+ Which products are up or down in spend (yoy)?

A guide on how to create a Variance enquiry is available

here - https://support.sales-i.com/enquiries/how-to-
guides/getting-started-with-enquiries

OTH E R Q U ESTIO N S TO AS K

You can ask various other questions which utilize

other parts of the system to understand how your
sales reps are getting on:

+ Which customers didn’t purchase anything from

you last month? (Sales v Gaps report)

+ What are your best or worst performing products

year to date? (Full Picture Enquiry)

+ Which customers have bought a certain product

in the last 6 months but not the obvious cross sell
product? (Campaigns)

+ When asking questions of your sales rep it’s

important to think of your end goal when using
sales-i. What do you need to know from your sales
reps to acheive your goal?
Step Three
Encouraging use of sales-i

Below are some examples that have worked with other customers.
Try these out or come up with your own and let us know how it goes!

SA LES-I COMPETITION

We know that sales people can be competitive, so why not set up a

competition for your sales raps to encourage usage?
Once the sales users learn some basics, encourage them to do
research on their customers using the Variance and Sales vs Gaps
reports. A couple of example competitions are:

a) First person to find an opportunity using sales-i wins.

b) First person to sell a product to a customer that they had not

previously purchased wins.

SA LES - I DE A L O F TH E M O N TH

Have your sales people share stories from wins with their managers.
Periodically share the success stories with the rest of the team. The
deal of the month could win an award. Maybe this could be an early
finish, a late start or a special parking space for the month.
 SA LES -I PRESENTATIONS

Ask sales people to present their wins using their call history notes
and sales information to a group in a sales meeting. It’s a good idea
to share success stories across the team as it could lead to ideas on
how to get further sales in across the whole sales team.

SA L ES M E E TIN G S

We recommend using sales-i to leverage your points in meetings

as well as using meetings as an opportunity to brainstorm new
campaigns that your sales reps will find useful.

This booklet has been designed using resources from Freepik.com

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