March 01, 2009

Understanding sales team performance

It is too easy to point the finger at an under-performing sales person and miss the bigger issue in terms of organisational sales performance and potential. The former is generally a symptom rather than a cause.

So, to really understand the performance of a sales person, a sales team, or a sales organization look at it in 4 dimensions:

1. From the top down, in terms of the; leader, team and the individual sales person

2. Across the different stages of the sales process: Leads, meetings, cycles, orders and repeat orders

3. In terms of skills, behaviors and attitudes as they are today and what is required into the future

4. In the context of the key elements of sales effectiveness - that is sales; systems, structures, processes and plans

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