Sales Performance Management
Dare we revisit this old chestnut? Sales performance management – known as SPM? Well it is essential to address sales performance management, regardless of your sales team’s current sales performance, and any self respecting MD or Sales Manager by default is [or should be] insatiable.
Last months sales records instantly become this months minimum performance levels, and Sales Performance Management is an ongoing challenge that can not be overlooked. We have discussed how to increase sales elsewhere, but sales performance management is a separate skill-set and activity.
SPM -includes providing the necessary tools and techniques that your sales reps require to perform in order to improve sales performance, as well as guiding and monitoring your sales team to ensure maximum efficiency and motivation throughout the sales process. Tracking this and tracking that has a place of course, as do incentives and performance comparisons, but do you have the absolute basics in place to ensure that your sales performance management strategy will reap rewards and which performance metrics are employed?
There are many CRM and SPM software packages available to assist you, sales performance management software as it was, however, consider this – does your sales team have the basic knowledge and skill set to enable them to perform at their optimum level? In other words, even if you get all the proverbial ‘ducks in a row’, are your sales reps able to capitalise on your perfect sales performance management? Investing in software packages to compare metrics is ok, but how does this compare to coaching, training, motivation and refreshers?
The sharing of knowledge and experience between members of your sales team increases team spirit, motivation and experiences but also gives the manager a much more clear vision of challenges, issues and conversions, all essential tools for effective sales performance management. Consider who actually is your best performer? Is it the individual that consistently brings home the most bacon orders each month? Or is it the rep that ‘eeks out’ every last bit of performance from the not so hot leads of the slow burn sales opportunities. If this sales rep was receiving the high quality leads and enquiries would they be performing at an even higher standard? We rest our case for sales performance measurement and the intricacies that may well be involved over and above simply the number of orders generated monthly.
Sales Performance Management – How To Measure?
Do you have a metric in place in your business to measure this on an ongoing basis? We all know that the 70-20-10 learning model has – well, shall we say issues, and most industry insiders recognise that traditional methods to improve required learning have been shown to be misguided at best.
Clever Nelly is an interactive, intelligent development tool that ultimately provides what every self respecting Sales Director craves – guaranteed results!
Nelly delivers, using a series of interactive multiple choice questions, via an app for mobile workers, ongoing learning and development. Engaging takes less than 2 minutes a day, and Nelly has been proved to increase productivity and performance in multiple sectors.
How will this help your sales performance management? Well, let me put this to you. If, as we suspect, the ‘basics’ of product/process knowledge and competency are weak, then no matter how well you manage your sales resources, real live sales opportunities are going to slip through your fingers. Nelly guarantees [or your money back] that these often overlooked fundamentals are optimised to ensure that each and every member of your sales team has the knowledge you need them to have to excel in their role.
Get yourself an unfair advantage over your competitors before they do. Get in contact and we will demonstrate a stunning ROI with a proven, innovative and fun performance and management tool that will assist with your sales performance management.