Category Archives: High Performing Organisations

The Data Checklist For Creating A High Performing Sales Organisation

When in the diagnostic phase of improving sales performance for clients we need to gather certain data sets together. The sales management will often ask if we can provide a checklist to help organise the assembling of the critical data. We thought it might be interesting to publish our checklist below: An up to date… Read More »

Performance Management: Let’s Start At Your Beginning

Performance Management is a hot topic in many organisations as they struggle to define themselves as high performing businesses. The difficulty many face is that the organisation holds many different views about what performance management means and different parts of the business deliver performance management differently. This can mean that more time is spent discussing… Read More »

The 8 Most Common Personal Attributes Of The High Performing Business To Business Salesperson

Some of the attributes are obviously identifiable, some more interesting. High need for personal achievement Insecure enough to need the constant reassurance of success Secure enough to deal with rejection Likes people Sufficient emotional resources – self motivated, secure in own self-image Happy to be thought of as a sales person; carries no negative baggage… Read More »

Why Everyone Can’t Be Talented And How Some Organisations Deal With The Opportunity

Given a standard distribution curve, the amount of really talented managers in business is going to be relatively small. The bulge of managers (as opposed to a manager’s bulge) will be around the middle, classified as average. If that point is then scaled up to the business level, and we assume that talent equals upper… Read More »

Using Assessment/Development Centres (ADCs) To Improve Performance

It’s no coincidence that sales excellence and the use of ADCs are highly correlated. First a quick definition. An ADC is an event which utilises a range of interventions to identify the degree to which prospective candidates display the competencies and behaviours required for a particular role. Typically an Assessment Centre will include ability testing,… Read More »

Start From Here

Performance Management is a hot topic in many organisations as they struggle to define themselves as high performing businesses. The difficulty many face is that the organisation holds many different views about what performance management means and different parts of the business deliver performance management differently. This can mean that more time is spent discussing… Read More »

You Get The Sales Organisation You Deserve – A Guide To The Most Common Failings

Salespeople will behave in ways that align with the way they are recognised and rewarded. If you want to (for instance) make them more customer focused partly reward them for customer satisfaction, retention rates etc. If sales people seem to obsess about the wrong things such as cars, sandbagging their numbers, picking fights with internal… Read More »