Imagine, as a sales manager, being able to see the similarities and differences between what your Average and Above Average performers are doing? If you could coach your Average performers and share what to continue doing, start doing, and stop doing, to get results like the Above Average group, what could that mean to your team’s overall performance? Yes, the results can be dramatic.
This work doesn’t just lead to best practices, which is usually a misnomer, or rely solely on industry benchmarks (although they are very helpful in determining gaps between your results and what world-class companies achieve, and what you might gain by closing those gaps). From this sort of analysis, you are getting something better… the true top-producer practices for reps in your company, and what each band should do to take their performance up a notch.
If you have a linked system, now you have data to improve selection, onboarding, training, coaching, development, incentives and performance management. The mind boggles at the potential, doesn’t it?
For clarity, I’m sure you realize that this is generalized or average data and is a great starting point, but still just a starting point. You certainly can publish it and discuss it generally, but to take it to the next level for coaching, you need to analyze reports, have dialogues, and observe the behaviors of individual performers, to determine what they are doing specifically in comparison to the band above them, and then coach them accordingly. Context matters; specifics reign.
Have you done anything like this? How did it work for you? Have you ever had an integrated system that would allow you tie selection, training, coaching, incentives and performance management together, based on what you learn? I’d enjoy hearing your struggles and successes in comments, if you care to share. I’ve also included some additional reading below.
If you’d like to discuss how a sales performance analysis can help your company, or share your effective practices, I always enjoy trading ideas with fellow practitioners. If you’re looking for the sort of integration I’ve mentioned in this post, to improve and support sales performance management, reach out to CallidusCloud and ask them to share what they do.
And in the meantime, thanks for reading and best of success with your sales enablement initiatives!
About Mike Kunkle
Mike is a training and organization effectiveness leader with special expertise in sales force transformation. He is currently responsible for product development at Richardson, a global sales training and strategy execution company that partners with leading organizations to increase their sales effectiveness and drive business results. Visit blogs.richardson.com or connect with Mike through LinkedIn or Twitter.