Training Resource - Improving Sales Peoples Performance

Improving Sales Peoples Performance

Setting Sales Targets & Measuring Performance (Models, Guidelines, Checklists, etc) [Item Ref. 125]

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Summary

After outlining the Performance Management Process, this resource goes on to explain the steps in more detail. These include:

- Identify the Core Areas of Responsibility
- Identify & Agree the Assessment Criteria
- Agree & Record the Performance Measures
- Three Types of Performance Measures
- Use of Performance Measures
- Measuring Joint Accountabilities
- Achieving Maximum Leverage
- The Benefits of Agreeing Performance Measures

Joint calls:

Joint calls provide a tremendous opportunity for the Sales Manager as coach/mentor to view the Sales Person in action and to assess:

- The quality of pre-call preparation
- The structure and content of the call
- The level of selling skills used
- The results of the call
- The sales person’s development needs

This document also provides a checklist and guidelines for carrying out a day of joint calling by the Sales Manager with a Sales Person.

It consists of:

- Joint Calling Checklist
- Joint Calling Assessment Sheet

As a Sales Manager, use these tools to improve your monitoring and measuring of your Sales People’s performance.

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Improving Sales Peoples Performance

Setting Sales Targets & Measuring Performance (Models, Guidelines, Checklists, etc) [Item Ref. 125]

Summary

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