Benefits of a robust assessment methodology 6: understand what revenue you should expect from your team
We all know that many targets are set in the wrong way and so are meaningless….
An effective sales assessment programme can help sales leaders find answers to questions like: ‘How do I know what revenue it is reasonable that I should expect from each member of my sales force?’ This can be achieved by understanding the revenue impact of the competency gaps within your team – at the individual level – and even more so, the revenue impact of having the wrong person in the wrong role.
As global management consultants McKinsey said some time ago, a High Performer will deliver 67% more revenue each and every year than an average performer.
Back in the sixth Century BC a famous Chinese General called Sun Tzu said: ‘Know you enemy as you know yourself.’ The problem for many businesses today is that, whist the may know their ‘enemy’, very few actually know themselves – at least not the people element, their sales talent.
Yet what is the most critical part of business success? Of course, it’s the people in the field who day-in-day-out have to persuade the customers to buy from them.
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