Cross-Sell
Cross-sell is a key tactic
that supports organic growth. It helps increase revenue and retention.
XSELLerator has some unique capabilities
that will increase your cross-sell performance.
Features
Measuring it: We measure cross-sell ratio on a year-to-date and
month-to-date basis. Cross-sell can be a time consuming metric
to calculate. Products can be established as primary or secondary
and for both we calculate cross-sell and we also add the dimension
of new or existing customer cross-sell ratio. We have automated
it with some unique characteristics.
Extended Cross-sell Session: Once a sale is consummated by one
of your sales people we immediately establish a cross-sell session
that will include all follow-on sales made between that employee
and that customer. The length of this session is established by
you as a system set-up option. Now products that take a longer
time to close can be viewed in the XSELLerator customer session
report. This is our number one coaching report. For each customer
sold by a sales person you can see what is being sold and what
is not being sold. Great opportunity to discuss best practices.
Scorecards: Cross-sell can be included on scorecards at all levels
of the organization.
Incentives: Cross-sell plans allow you to establish incentives
for each additional sale to a customer based on an extended customer
sales session that can be set as a parameter. Cross-sell can also
be used as in incentive gate. For example, a cross-sell ratio of
1.5 must be met before product sale incentives are earned.
Reporting: We have several reports that can be accessed from the
Performance Management Portal. Some of these are:
• Customer Session
•
Employee Cross-sell Performance Y-T-D
•
Employee Cross-sell Performance Month-to-date
•
Location Cross-sell Performance
•
Cross-sell Ranking
|
