In this episode, Heather and Sabine are talking about the power of activity analysis and applying the Granum ratios to the real world. What are the ratios? And how can you apply them in the way to inspire FRs to make small changes in activity that lead to disproportionately larger changes in productivity? Heather and Sabine talk through six key benchmark ratios and give you some examples of how to apply them. Then they role-play how to do an activity analysis meeting with an FR focusing on one particular metric. 

Episode highlights: 

02:03 – There are three levels of activity to consider: totals, averages, and ratios. All three levels have to be in sync. 

03:07 – The ratios measure skill and effectiveness. 

04:04 – Incorporate monthly activity and ratios report into your monthly and quarterly reviews. 

04:45 – There are a lot of ratios and benchmarks. Sabine shares key six of them.  

Say That Again:

11:00 – Heather and Sabine take us through a detailed activity analysis showing us what a difference in one metric can make to actual dollars in a Rep’s pocket. 

Contact information: 

Heather Price Consulting