In my last post, I posted the reasons why it would be good to have a sales performance standard. These were reasons as articulated by David Quinn. Shown below is an example (at a high level) of a Sales Performance Standard. I would enjoy any feedback regarding how this list compares to one that you have written or worked with as a salesperson or sales manager.
- Maintain a high level of customer satisfaction with each of our clients.
Maintain a professional attitude congruous with what would be expected of a professional salesperson - Sell the amount in your territory as agreed to with the VP of Business Development.
- Properly qualify prospects
- Actively pursue all opportunities within your sales territory to maximize sales revenue potential for your entire territory.
- Provide estimates for all product lines monthly. Provide 3X the number of estimates for each product line. X = the quota number for each product line monthly.
- Know how to use the company CRM for all sales processes including: contact management, lead management, opportunity management, deals closed and look back into historical data etc.
- Track, maintain and update your leads, contacts and opportunities using the CRM.
- Properly qualify and identify probable leads in your region and develop them into estimates and deals.
- Actively grow your contact database gathering all contact information as noted in the CRM. This includes: name, address, phone, email address and any additional information that can be used for either marketing or sales purposes.
- Demonstrate professional selling and negotiation skills in all engagements.
- Be able to present and demonstrate all product lines per you sales plan.
- Demonstrate a high level of expertise for each product line that you sell.
- Develop industry relationships with influencers in your selling geographies.
- Attend all sales meetings and functions.
- Follow up on company generated leads.
- Utilize all company resources to your fullest advantage to accomplish these goals.
