Sales Performance Management
Set High Expectations and Ensure that the Sales Force Performs Well
The sales force typically operates independently, usually outside company walls, with less direct supervision and without the continuous stream of managerial feedback that other individuals within an organization receive. Clear expectations and models of success are important and necessary for salespeople. Implementing the right roles and establishing the right competency models and performance incentives—while continuously evolving coaching and training programs to support those goals—are critical to long-term success. ZS can assist in addressing questions such as:
- What roles and responsibilities should be established within the sales force?
- What skills, behaviors, knowledge, and traits should be defined as expectations within the sales force competency model?
- How should the competency model reflect differences in expectations for new hires and experienced salespeople?
- What training courses are required for salespeople and managers? How should the course content and structure be designed?
- What coaching frameworks, processes, and tools do managers need in order to effectively impact the performance of each report?
- What key performance indicators (KPIs) should be communicated to the sales organization to motivate desired levels of productivity?
ZS has worked with sales leadership spanning more than 25 industries and 70 countries. We have experience across a broad range of sales models including global, strategic, and key account teams; generalist and specialized field sales teams; telesales teams; and business partners. We have the experience and expert knowledge required to help our clients enhance the effectiveness of their performance management systems. We have helped:
- Design, test, and rollout coaching and training programs for all levels within sales organizations, from front-line sales representatives to Directors and VPs
- Create competency models for sales personnel that effectively describe varying expectations for success across positions and tenure
- Design and implement sales performance management processes and tools that evaluate sales force efforts towards meeting corporate objectives
- Develop and administer key performance indicators (KPIs) for sales organizations at the affiliate, business unit, and global level to drive improvement in sales productivity
ZS performance management recommendations are grounded in extensive implementation experience and knowledge of the critical success factors that differentiate highly successful salespeople from less successful ones.