In order to simply demonstrate the way Numerik achieves this, we have produced this illustration, based on Jim Collins’ flywheel effect principle.
In short, the idea is that rather than one burst of action bringing massive results or overnight success, many small actions lead onto the next, and as you keep pushing the flywheel completes one entire turn.
It starts with targets, then gives sales reps live data so they can adapt their daily activities to know how to get closer to those goals.
Having access to 24/7 live updates keeps reps “watching the game”, and as they drill into a target they are shown breakdowns of what each customer is contributing towards it. This empowers a sales rep to see gaps and opportunities for cross-selling and upselling.
They can flick through their phone at any time and see ways to improve their target performance or spot a golden goose waiting for attention, such as a product that isn’t doing as well this year as it did last year. With an eye on the goal, and tracking in real-time, the question of "where will I land for the period" comes up.
This is where forecasting comes into play. Forecasting ahead on where the numbers will come from, in a simple interface, allows reps to take the guesswork out.
Then it's about taking the actions to close those opportunities, collaborating to hit those numbers and rewarding the team for achieving their sales targets so often.
This completes the flywheel.
As you constantly repeat the process, the flywheel starts to increase in speed until it builds up its own momentum, changing the culture in the process.