Sales performance audits n Design of high-performance sales environments
COMPLETING A SALES PERFORMANCE AUDIT IS THE KEY TO DESIGNING A HIGH PERFORMING SALES ENVIRONMENT.
The audit is composed of four key elements, which can be summarized as:
MOTIVES
We have defined a series of traits and subtraits that define successful salespeople.
The four most critical traits are: (1) Self-discipline – a sense of self-reliance
and determination, (2) Entrepreneurial drive – a feeling of competition
and money motivation, (3) Emotional energy – a preference for team spirit
and group accomplishment, and (4) Social aggressiveness – a desire for
group leadership and authority. We identify the unique traits that are successful
for the sales force.
MANAGEMENT
Management is both an innate and learned skill. Some managers are naturally
insightful when supervising salespeople, while others can learn these skills.
Both types of managers can improve their interpersonal and supervisory effectiveness.
Our program helps managers to more effectively develop their sales personnel.
MONEY
To ensure organizational success, we develop compensation programs that recognize
the differing economic motivations of salespeople. Some individuals are primarily
motivated by money or prestige, others by emotional support, or task clarity
or other needs. We assist companies in examining their own sales compensation
systems for motivational effectiveness.
MARKETPLACE
We design market research programs that provide
feedback to the organization in the sales environment. We also include recommendations
for the organization to change its efforts to better meet the demands of the
marketplace.
The Banks & Weitzul difference:
We conducted a series of research studies
that measured the unique input of each of these four variables: Motives, Management,
Money, and Marketplace. We calculated the critical difference each contributed
to the overall success of sales organizations. These differences accrue to
become significant dollar amounts. For more information about our sales force
consulting services, please refer to our separate brochure entitled: “Maximizing
Sales Performance.” For an in-depth review of this area, see our book: Sales
Force Dynamics – Motives, Management, Money, Marketplace.