Performance
Improvement
Ultimate success and failure depends on the ability of management
to inspect what they expect and then make appropriate adjustments
to improve sales results.
Most sales and marketing reports provide managers and supervisors
with historical information. While historical information
is important in the overall analysis of the team, if management
is using that data to determine future effectiveness, they
will be heading in the wrong direction. Instead of directing
through the windshield most sales organizations are driving
with the rearview mirror, making wasteful decisions.
By qualifying the most important sales performance characteristics
and then quantifying expectations, managers and supervisors
will have the ability to communicate clearly. Consistency.
One of the biggest complaints and leading causes of poor morale
occur because management is not consistent. Why aren't clearly
communicated expectations understood? Why aren't training
and coaching programs built around expectations? Why aren't
compensation plans driving results? Why can't supervisors
and managers immediately respond to deviations preemptively?
Know how to qualify and quantify expectations. Know how to
evaluate performance, raise the bar and move B and C players
up to A level with proper performance evaluations and a talent
replenishment program.
- Qualifying
- Quantifying
- Documenting
- Training
- Evaluating Performance
- Stack Ranking
- Coaching
- Talent Replacement/Replenishment
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