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:
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 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.
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.
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.