Ten Indicators Of High Performance Sales Management

By | September 5, 2006

Here are ten indicators of high performance sales management.

  1. Extensive coaching delivered through a structured framework
  2. Rolling performance improvement plans with 90 day reviews
  3. Conducting frequent, documented joint field visits
  4. Interactions that force discussion around the customers’ strategic intent and contextual market/customer development
  5. Encouraging focus around potential customer spend rather than actual customer spend
  6. Capturing and disseminating best practice across the sales organisation
  7. Extensively using role play (what sports people call practicing!) to develop sales mastery
  8. Evaluating and rewarding managers for their people development achievements, as much as for their performance
  9. Recognising/Rewarding exceptional performance and value adding behaviours
  10. Not tolerating poor performance or the wrong behaviours, period.

How does your organisation measure up?


One thought on “Ten Indicators Of High Performance Sales Management

  1. ShaneGibson

    I like your last point. Too many people tolerate poor performance. What they don’t realize is that it wears on the high performers who feel like they’re carrying the weak ones. Cut them quick if they aren’t cutting it!

    Shane Gibson

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