Are You Getting The Results You Want?

Now that you have accepted (or not) that your sales team comprises of individuals with different characteristics that frequently determine that manner in which they conduct their selling activities and the consequences ranked in terms of a performance descriptor, does this help you in raising sales performance? Not at all, it simply illustrates the composition of your team and their productivity levels.

In my previous blog I described a team that is not necessarily representative of yours but from my experience it is not all that far removed from reality. What is important here is the disparity that exists in performance levels in this case high - poor a scenario that frequently confronts many sales managers. In these circumstances managers constantly strive to narrow this gap and achieve a high level of performance from each team member and this is understandable. Remember in the team we are dealing with here, each member believes they are doing the job right the only thing is, not all are getting the right result.

To determine the cause you are likely to adopt two methods:

(1) Measure: The right result is defined (correctly or otherwise) in terms of set revenue targets. These are easily measured and quantified.

(2) Evaluate: Here you will estimate the nature, quality, ability, extent, or significance of each team member's work to determine if they are doing the job right.

It is this evaluation process that causes many sales manager to falter because If I was to ask you-what benchmarks do you have in place that are used as a reference point against which sales performance is evaluated? and who is setting them? What answers would you give?

Well why not tell me and post your comments, I'd love to know. Back later
Regards
Dave