SALES PERFORMANCE CHECKLIST

This is third in the series of several articles outlining how to grow your sales in the face of a turbulent economy. 

A World Class Sales Organization requires effective Sales Management to drive the performance of everyone in the sales force.  There are different components of sales performance management that must be looked at holistically. They include:

1.    Align the objectives, initiatives, size, structure, and quotas of the sales force and the goals, opportunities, and quotas of the salespeople.
2.    Measure sales force and salesperson performance against the sales force objectives and the salesperson goals and quotas.
3.    Reward salespeople for performance by linking the achievement of goals and quotas, demonstration of competencies and cultural values, etc., to compensation.
4.    Report sales force and salesperson performance to help people understand what they need to do to improve.
5.   Analyze execution of sales strategy to determine needed modifications to the strategy, tactics, personnel, budgets, and other aspects of managing the sales force.

Absent the context for measurement in the form of objectives and goals, absent the link between measurement and pay, and absent frequent, timely feedback on performance against the measures, sales leadership has no way to effectively and efficiently drive the right selling behaviors.

If you are interested in further detail or have any questions at all about how to Upgrade Your Sales today, please feel free to contact us at 512-331-1822

More to come…

© Copyright 2009 Joe Zente