The Blackdot benchmarking methodology is based on collecting data for salesforce performance, effectiveness and efficiency. This is then compared to universal and industry specific benchmarks in order to identify opportunities for high-impact changes.

1. SO WHAT’S REALLY DIFFERENT ABOUT OUR BLACKDOT BENCHMARK™ METHODOLOGY?
KNOWING. NOT HOPING.
90%
80%
70%
60%
1/4x 1/2x 1x 2x 3x
Net Real Growth Rate
‘SalesEffectiveness’
System growth
HIGH
PERFORMING
‘BENCHMARK
ORGANISATIONS’
We analyse your
data and contrast it
with key internal and
external benchmarks
Current
Performance
Potential
Performance
Variable
A
Variable
B
Variable
C
We then identify
those attributes that
actually drive your
dependent variable
+
• What does a high performing sales organisation
quantifiably look like? How does my organisation
compare?
• What levels of performance variance exists across
my frontline teams, and why?
• Are there disconnects between Leader & Frontline
perceptions of sales force effectivenss?
INSIGHTS
GAINED ...
• What are the statistically-significant drivers of
performance?
• What are the relative benefits in tackling one driver
over any of the others?
• What do your High performers do differently to
the core?
• What’s the uplift opportunity in making the change?
WE THEN COMPARE
YOU TO UNIVERSAL
AND NDUSTRY-SPECIFIC
BENCHMARKS AND
IDENTIFY THE DRIVERS
THAT IMPACT YOUR
SALES PERFORMANCE
WE THEN IDENTIFY THE
SMALL LIST OF
OPPORTUNITIES AND
HIGH-IMPACT CHANGE
PRIORITIES
These are the ‘dependent variables’
OVER AN 8 WEEK
PROCESS, WE
COLLECT SALES
PERFORMANCE,
EFFECTIVENESS &
EFFICIENCY DATA
1.
We capture and combine the most
diverse array of input data spanning ...
Financial Performance Demographic Attitudinal Behavioural
... and run
regression analysis
to understand
what drives
performance within
your organisation:These are the
‘independent variables’
On-Target Performance
Compound Annual Growth Rate
Absolute Sales / Revenue Growth
into ... INSIGHTSDATA ...
into ...
REVENUE
UPLIFT
An individually-relevant Change Roadmap ...
into ... ACTIONS
• Financial impact assessment
• Strengths to leverage
• Prioritised recommendations
2.
3.