managing sales behaviors to improve sales performance
TRANSCRIPT
Improve Sales ResultsMANAGING SALES BEHAVIORS TO
Managing sales performance is a fundamental management skill often overlooked
While many sales managers produced great results themselves as sales reps…
...this doesn’t necessarily mean they know how to get their sales teams to do the same
Behavior vs Results
The problem lies in the focus on results that have
already occurred…
…not the underlying sales behaviors(leading indicators) that drive results
Results are not meaningful unless specific behaviors
that will impact these results are present
Determine a realistic number of key results (lagging indicators) to monitor
Determine what behaviors(leading indicators) are to be monitored and managed
Managing a High Performing Team
Once results and corresponding behaviors
have been identified
Managers can turn their attention to truly
managing performance
Four Steps to Manage Performance
Communicate performance expectations
Monitor results
Monitor and manage specific behaviors
Provide regular feedback
Ultimately, sales managers live in a results-based world…
…but their ability to achieve those results
is driven by managing behaviors
Learn how to transition star sales reps into high performing sales managers!
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