Selling is a people business, so it logically follows that sales performance and people performance go hand-in-hand. However the unsophisticated ‘man-management’ approaches adopted by most sales organizations leave a lot of the people potential under-exploited.
Managers who don’t have recourse to sales assessments are at a disadvantage when it comes to making important sales decisions. Here we examine the increasing role played by assessments in planning for sales performance success.
Sales is all about the number – the sales target that is. So it is ironic that many salespeople don’t have the sales metrics that they need to plan for and manage their success. The result is a crisis in confidence about meeting the sales target.
Change isn’t easy, but research has clearly identified the essential ingredients of successful projects and initiatives for sales teams. These form the guiding principles of the Sales Pitstop™ implementation approach.
When somebody throws themselves across the finish line just slightly ahead of a competitor the expression ‘winning by a nose’ is often used. But in Formula One racing ‘winning by the nose’ has a deeper meaning – one that has resonance with sales success.
Some people think Formula One Car racing is all about speed. But they are mistaken. The same principle applies in sales strategy, where the power of your sales and marketing performance is determined greatly by its precision.Continue Reading..
Measuring sales performance can be tricky. Predicting it is even more difficult. But the application of science and in particular the use of algorithms can overcome these challenges. The Sales Pitstop™ accurately measures the present and future performance of a sales person, team or organization using a sales algorithm.