This document discusses differentiating and motivating sales performance through segmentation, exporting behaviors, and shifting performance curves. It emphasizes optimizing key performance indicators like revenue, costs, win rates, and customer satisfaction to maximize return on investment. The document advocates aligning sales operations with corporate values and objectives through a values statement focusing on teamwork, communication, collaboration and continuous development. It suggests graphically representing performance distribution and differentiating groups to identify high-performance behaviors to export to others to drive continuous improvement.
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Differentiate Performance
SEGMET ING PERFORMANCE · EXPORT ING BEHAVIOR S · SH IFT ING T HE PERFORMAN CE CURVE
Motivate Exceptional Results, and
Drive Continuous Improvement in
world-class sales organizations
Sales Performance Management
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Optimize Return
Maximize Revenue
Manage Costs
Improve WinPercentage
Generate EnterpriseValue
Improve Overall Execution
Align Sales Operationswith
Partners and Resources
Elevate Internal and External
Customer Satisfaction
ROI
Revenue
Cost
WinRate
Capture Rate
Enterprise Value
Accuracy
Resource Alignment
Partner Satisfaction
Focusing KPI’s while assuringalignment with corporateand key stakeholder
objectivesis critical to leveraging revenueto maximize ROI
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Value Based:Align resources and effortwith enterprise
goals, objectives, and values
Teamwork: Places needs of the organization ahead of
the individual
Communication: Communicates openly and honestly in
a timely fashion
Collaboration: Works across functional lines and with
own team with a cooperative and partnering attitude
Development: Seeks to continuously advance enterprise
goals through ongoing improvements to practical, skills,
and leadership breadth and depth
A clear Statement of ValuesalignsSales communications,behaviors,and resources with
corporate valueswhile fostering a Results Centered approach to execution
Results Centered:All actions and every resource are
fully leveraged to deliver optimal share holder value
Sales organization aligns behaviorswith valuesto foster aResultsCentered
approach to execution,interaction,outcomes,and winning
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Basic Performance Distribution TableBasic Performance Distribution Matrix
Differentiatingperformanceviaresults and competency developmentis
critical to driving desiredbehaviors and continuous improvement
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Graphically represented, objectiveperformancedifferentiationproduces a
natural performancedistribution bell-curve
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Segmenting performance groups(Low,Mid,and High),identifying unique
high-performance behaviors,and exportingthose behaviors to the core of
the organizationshifts the performancecurve towardshigherperformance
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Disciplined measurement of sales organization performance against key
imperatives creates focus, drives strategic results, and enables continuous
improvement
Notas do Editor
The sales execution model provides a disciplined process for consistent execution, continuous improvement, deepening customer relationships, and continuous sales growth and production
This is the process that guides our daily, weekly, monthly, and yearly actions at the leadership, management, and associate levels.
We integrate this process into every action we take, thus assuring continuous improvement.
The sales execution model provides a disciplined process for consistent execution, continuous improvement, deepening customer relationships, and continuous sales growth and production
This is the process that guides our daily, weekly, monthly, and yearly actions at the leadership, management, and associate levels.
We integrate this process into every action we take, thus assuring continuous improvement.
