Managing Activities & Results
- Setting Expectations
- Metrics & Tracking
- Accountability System
How disciplined are your Sales Managers in keeping an eye on tracking what is most important?
In the past few years, the pendulum has swung towards taking a more “hands on” or scientific approach to managing sales performance. In this one day module, we lead participants through a reverse engineering approach to focus on what is most important. We first focus on systemic elements such as: determining key metrics, creating an accountability system and causing compliance to sales systems. We then explore how this links to management activities such as World Class One-on-Ones and performance management.
Key Learning Outcomes:
- Agree on key sales metrics to track for individuals and the Team overall
- Draft and be committed to implementing a sales performance tracking system
- Practice diagnosing skill and activity gaps from performance data and determine coaching action plans
