This document discusses a four-point strategy for shifting sales rep performance to higher levels. The strategy includes hiring reps that display star performer behaviors, certifying reps' acquisition of new skills through training, enforcing winning sales approaches, and systematizing new behaviors through an aligned reward system. It argues that utilizing high-performer behaviors and linking training to revenue can increase productivity and sales. Leadership is also key to driving performance excellence throughout the organization.

1. Shifting The Performance CurveUtilizing High-Performer Sales Behaviors with Core Reps Mike Kinney

2. Shifting The Performance CurveHigh-Level ChallengesTurnover:Finding the right talent and duplicating their behavior.Training ROI/Effectiveness: Finding a link between Training and Revenue.Low Sales Productivity: Repeating winning sales approaches.Misaligned Reward System:Rewarding wrong behavior.

3. The Four-Point Performance Management StrategyThe greatest opportunity for performance growth is shifting the performance and productivity of the core sales reps to the hi-performers.

4. Hiring & Modeling Star Performer BehaviorsThe Challenge: Understanding and Differentiating the Traits of Star Performers and Putting the Right People in the Right Roles.Question: Does your organization have a hiring model that identifies unique attributes of top performers that actually drive high performance within your business environment and sales model?68%Increase in $ Productivity

5. CERTIFICATION 1AcquisitionCertifying New Skill Acquisition & MasteryThe Challenge: Identifying a Link between Training Investments and Incremental Revenue or Business Gains.CERTIFICATION 2Acquisition Retention of new skills tested and scored

6. In-class training conducted

7. New skills mastered through simulations

8. Performance playbook plan writtenQuestion: Does your Organization have a High-Performing Culture of Mastery that Links Training Investments to Incremental Revenue or Business Gain?

9. Enforcing Winning Sales ApproachesThe Challenge: Designing a Management Roadmap that Reinforces New Complex Sales Skills and Increases Sales Force Effectiveness. THE SYSTEM FOR MANGEMENTQuestion: Is your Communication Model in Alignment with your Performance Management System at all Levels of the Organization?

10. Systematizing New Winning BehaviorChallenge: Creating a Reward and Recognition Plan that Supports the Desired Behavior of the Sales Force. Question: Does your sales leadership team understand the science of motivation and how it applies to your sales team’s performance?When to Use the Right RewardsA Simple Flow ChartUse rewards as well as “if-then”1. Offer a rationale for why the task is important.2. Acknowledge that the task is routine.3. Give autonomy to complete.YesKeysCan you connect the task to a greater purpose?YesNoIs the task routine??Concentrate on building a healthy motivational environment that fosters: purpose, mastery, and autonomy. You can also use “now that” awards.1. Offer praise and feedback rather than things people can spend.2. Provide useful information rather than attempt to control.NoKeys

11. Conclusion: LeadershipSound methodologies alone can’t deliver high performance. It also requires leaders with strong core values who model the winning behavior necessary to drive outstanding results and cultivate a shared passion for performance excellence throughout the organization. To duplicate the results described in this overview, align your sales leadership recruiting and promotion strategy to the four principles illustrated in this System for Management Model. Together, sound methodologies and strong leadership can drive accelerated revenue growth and core performance improvement in any market or industry.