Gérer la Performance de vente (Managing Sales Performance)
The sales function is a key source of competitive advantage for organisations—and there is no place where competition is more intense than in the sales arena. As the role and importance of sales in organisations expands, having a highly effective sales force and a consistent developmental approach to sales management are absolute necessities. The ability of sales managers to develop their salespeople has a significant impact on sales team success and revenue results. Consequently, the development of sales managers is a critical success factor for enhanced sales productivity.
Managing Sales Performance (MSP) is a flexible, modular program that provides sales managers with an approach and the skills they need to continually manage sales performance while ensuring the ongoing success and development of the salesperson. MSP provides a thorough understanding of the principles of coaching and reinforcement and gives managers a tactical process for developing a team of top-performing salespeople. When used in conjunction with Counsellor Salesperson, each manager and salesperson will get the most benefit out of their training.
Managing Sales Performance helps sales leaders perceive themselves as "coaches" instead of managers. They see how they will drive performance through their coaching efforts. The program provides the tools and skills they need to improve, maintain and stretch the performance of all their salespeople, achieving results at all levels. Their focus shifts from a short-term focus on making sales to a long-term focus on maximising overall performance.
Learning and using Managing Sales Performance is pragmatic and adaptive. It starts with making sure the organisation’s leadership understands and supports the approach. MSP uses real salespeople and real coaching situations for practice and planning, and it provides a process for immediate application to support early success.
MSP can be delivered in a consecutive two-day session, split into two separate one-day sessions, or in a series of short sessions that focus on specific coaching topics. This enables:
- Face-to-face interaction and an opportunity to share experiences and expertise
- Tactical action planning to address current coaching challenges
Enabling Improved Performance
Managing Sales Performance features various optional performance application, reinforcement and support tools. These additional learning components—tools for communicating expectations and observing behaviours, Job Aid Cards, a Counsellor Salesperson Skills Checklist, recommended Counsellor Salesperson coaching activities, etc.—ensure that sales managers can hone newly acquired coaching skills and behaviours upon returning to work.
Organisations that implement Managing Sales Performance also have access to measurement and impact evaluation tools. The optional Development Action Planners are used to create and track development tactics for salespeople and indicate and demonstrate progress as a by-product of the coaching process. This concrete real-world feedback motivates salespeople to perform, while providing measurable results to reinforce managers' coaching efforts. Wilson Learning will partner with your organisation to measure the initial behavioural changes and business results. Our common interest is to make sure that Managing Sales Performance delivers the results you seek. We are committed to helping you succeed, and we will work with you to set up measurement systems to help move desired change forward and sustain the momentum of your implementation.
To learn more about measuring the impact of learning, visit Measurement and Evaluation Services.
This offering, like all others from Wilson Learning, can be customised to reflect your sales environment and business priorities, and can be integrated with your sales process.