The Sales Performance Improvement Framework has been developed to assist Sales Leaders to understand which sales success factors are most relevant for your team, and how to achieve improved sales performance.

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Sales Performance Improvement Framework

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“We need more sales. Now!”
When Sales Leaders want their team to produce more
sales, win new clients or increase revenue one of the first
things they think of is sales training.
Even though sales training can be very powerful it isn’t
always the most suitable solution. And even if it is, what
exactly do you want the training to address? Which
specific sales behaviours or outcomes do you want to see
change as a result of the training?
There are many factors which contribute to improved
sales performance. Some of those factors are easier to
identify and measure than others. Some factors may be
considered ‘leading’ indicators, whereas others are
‘lagging’ indicators.
As a Sales Leader how can you make sense of all these
factors and the training and development options?
The Sales Performance Improvement Framework has
been developed to assist you to understand which sales
success factors are most relevant for your team, and how
to achieve improved sales performance.
Steps to Sales Performance Improvement
(1) Don’t always accept the obvious as the goal. Often
the top-of-mind goal is one of the factors from the Or
quadrant. These factors can have high visibility for
management but usually result from other sales actions.
(2) Consider lagging and leading indicators. Measuring
sales after they are won is a lagging indicator. Are there
high-impact leading indicators that would be a more
effective target for sales improvement initiatives?
(3) Review individual versus team requirements.
Measure current performance and clarify the
improvement desired. Does everyone need the same
degree of skill development or additional knowledge?
(4) Determine the best methodology. In addition to sales
training programs your team may benefit from coaching,
better sales tools, and improvement of sales systems.
(5) Create an environment for improvement. Sales
Leaders must have a vision, create expectations of
change, develop a supportive environment, and hold the
team accountable via performance management.
How to use the Sales Performance Improvement Framework