Monitoring sales performance to drive growth

A leader in the premier banking market in France, Barclays Bank has doubled its point-of-sale locations across the country and expects to increase its number of financial advisers by 35 percent over a two-year period.

Using SAS® Business Intelligence behind a portal-based dashboard, the bank has identified and implemented key performance indicators (KPIs) that are monitored by sales management to efficiently manage their teams through this period of significant growth.

The performance management dashboard consists of three primary modules. The first of these modules facilitates activity management for about 300 sales managers, who monitor a series of KPIs through a system of color-coded alerts.

The SAS Business Intelligence dashboard optimizes proactive decision making related to sales activity and the management of the business. We can clearly see how the business is building through the improvement of individual performance.

Patrick Moyon
Head of Tools and Commercial Support

"We needed the KPIs to support our strategy and sales management team," explains 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 motivational tools and the ability to synchronize activities through shared KPIs."

Performance management

A second module allows information to be shared at each point of sale, enabling financial advisers to track their historical activity and monitor their progress against the defined business objectives. By making this information available, every manager has the data they need to motivate their sales teams and reward the best performers, as well as identify areas that need improvement.

The third module provides a forecast of each adviser's business schedule for every manager, which is also consolidated at Barclays' head office to provide a proactive overview of performance at each point of sale.

Essential information

"Ease of use has been integral to user adoption of the SAS Business Intelligence dashboard," says Anne de Palma, an IT Project Leader, who worked with business intelligence consultants Micropole on the implementation. "It has been essential to sharing key information related to the expansion of our business."

"The SAS Business Intelligence dashboard optimizes proactive decision making related to sales activity and the management of the business," says Moyon. "We can clearly see how the business is building through the improvement of individual performance."

Challenge

Barclays Bank needed a KPI system to manage sales teams through a period of significant growth.

Solution

SAS® Business Intelligence

Benefits

Managers have access to information that will motivate sales teams, reward top performers and identify areas for improvement.

The results illustrated in this article are specific to the particular situations, business models, data input, and computing environments described herein. Each SAS customer’s experience is unique based on business and technical variables and all statements must be considered non-typical. Actual savings, results, and performance characteristics will vary depending on individual customer configurations and conditions. SAS does not guarantee or represent that every customer will achieve similar results. The only warranties for SAS products and services are those that are set forth in the express warranty statements in the written agreement for such products and services. Nothing herein should be construed as constituting an additional warranty. Customers have shared their successes with SAS as part of an agreed-upon contractual exchange or project success summarization following a successful implementation of SAS software. Brand and product names are trademarks of their respective companies.

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