David Quinn of David Quinn and Associates, in Ireland, has a top ten list of why every sales manager should develop a Sales Performance Standard. So if you are managing a team of sales people, consider his points.
1. You will obtain near real time visibility on the performance levels of each individual sales representative on your team.
2. You will become more focused and specific in diagnosing deficits in individual performance.
3. You will be able to implement more cost effective and relevant development solutions.
4. Others will view you as a sales manager that possesses a high level of integrity.
5. You will be better able to align selling activity to the accomplishment of organizational goals.
6. You will be able to command a greater degree of loyalty from your sales team.
7. Your salespeople will become more confident, knowing that somebody who is deemed to be very competent at their job is managing them.
8. You will be able to encourage your salespeople to take ownership of their own personal development.
9. Your sales team will operate with a higher level of motivation and enthusiasm.
10. You will become more successful in raising the productivity and performance levels of your sales team.
My next blog will provide an example of expectations that you can use to define expectations that you can set of your sales team.
For more information about David Quinn… check out his website. http://www.davidquinnandassociates.ie/
