Measuring salespeople is something that all sales organizations do!
We measure new sales, additional sales, sales activity and much more depending on the industry and company.
But is it enough to create world-class sellers!
It is important to measure sales results and sales activity for both salespeople and the sales organization. They are important parameters to see how things are going and what pressure we have on customers.
But in order to build a world-class sales organization, you also have to measure the salesperson's sales ability.
Sales ability is the combination of all sales skills of a salesperson. You strengthen a sales skill by specifically training it.
The first step is to identify which sales skills are essential for successful sales (click the link to read more)
Measure sales ability
It's important to get your list of skills for successful sales right.
Note! There is a margin of error in self-estimation. It is believed that certain skills lead to increased sales ability, but this is not the case. If you have neglected to identify the right skills, your results will be limited in building world-class salespeople. In other words, you develop skills/behaviours that do not lead to increased sales ability.
To do
Use the list of skills that lead to increased sales ability (please prioritize).
Rate the seller on a four-point scale.
Choose 1 or 2 skills at a time with the seller. Set goals for development together.
Coach the salesperson 2-3 times a month in the skill.
Together with the salesperson, develop the skill through structured coaching.
Together with the seller, evaluate the development on a four-point scale.
When you reach the goal. Start with the next skill.
Good luck measuring sales ability and creating world-class salespeople.
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