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© 2014 Marketing Nous www.marketingnous.com.au
Sales Performance Improvement Framework
Free to download at http://www.marketingnous.com.au/spif.htm
Marketing Nous www.marketingnous.com.au 1300 784 864
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Sales Performance Improvement Framework Introduction

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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 Introduction

  1. 1. © 2014 Marketing Nous www.marketingnous.com.au Sales Performance Improvement Framework
  2. 2. Free to download at http://www.marketingnous.com.au/spif.htm Marketing Nous www.marketingnous.com.au 1300 784 864 Twitter @StuartAyling Linkedin http://au.linkedin.com/in/sayling/ © 2014 by Marketing Nous v1.2 Copyright holder is licensing this under the Creative Commons License, Attribution-Non Commercial-No Derivatives 4.0 International Please feel free to share this material in full with correct attribution. You may not adapt or use this material for commercial purposes. “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

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