{"id":1165,"date":"2022-10-11T20:46:55","date_gmt":"2022-10-11T20:46:55","guid":{"rendered":"http:\/\/versabilityllc.com\/?p=1165"},"modified":"2022-11-29T20:56:38","modified_gmt":"2022-11-29T20:56:38","slug":"diagnosing-performance-separating-fact-from-fiction","status":"publish","type":"post","link":"https:\/\/versabilityllc.com\/index.php\/2022\/10\/11\/diagnosing-performance-separating-fact-from-fiction\/","title":{"rendered":"Diagnosing Performance: Separating Fact from Fiction"},"content":{"rendered":"\n

How do you know when your salesperson is underperforming? The easiest indicator is by looking at their results. Above plan? Kudos, leave them be. Below plan? We swoop down to intervene about improving performance. But there are many factors that contribute to underperformance, which we will address in detail over several blog posts.<\/p>\n\n\n\n

Let\u2019s start with the first known fact: the number one reason why employees don\u2019t do what they\u2019re supposed to do is: They don\u2019t know what they\u2019re supposed to do!<\/em> We tell people what the end goal is (the revenue ask) but don\u2019t clearly give direction on where to go, what to do, and\/or how to do it. Start by setting clear expectations that illustrate \u201cwhat good looks like.\u201d<\/p>\n\n\n\n

Next, you need clear metrics to diagnose sales effectiveness. No doubt, we are clearly concerned about Results \u2013 at the end of the day, it is about generating results, both for your customers and for you. However, these are lagging indicators – they’ve already occurred. When you focus on past performance instead of future improvement, it\u2019s like trying to drive from your rear-view mirror – you won’t be very successful. You end up being very reactive and tend to evaluate only daily or monthly performance instead of performance trends over time.  To help your team achieve success, you have to understand the leading indicators which, when done well, lead to results. These are dashboard metrics that give you immediate data to understand why performance is occurring.<\/p>\n\n\n\n

The following Sales Effectiveness Equation is a simple and effective way to diagnose how well your team is performing: Activity x Customer x Execution = Results<\/strong> ensures you are managing the leading indicators around the right activity and coaching to effective execution of those activities, leading to results.<\/p>\n\n\n\n

Activity is about choosing the right sales activities to maximize proactive selling time and focusing it on Customers who are the best prospects for mutually beneficial and profitable relationships. Once we\u2019ve created the right proactive sales opportunities, Execution is about ensuring your team has the knowledge and skills to make the most of each opportunity.<\/p>\n\n\n\n

When your leading indicators are done well, you\u2019ll be doing the right activities with the right customers to move business through the pipeline, executing them well so opportunities move more quickly to close \u2013 leading to a win! You\u2019ll see better results and will have better control over how and whether results are achieved.  Because the process tightly links activity and effectiveness to targeted business goals, the likelihood of getting results accelerates rapidly.<\/p>\n\n\n\n

You\u2019ll find that the time you spend managing your people will be more efficient, more focused, and more enjoyable as you help them make the direct link between action and results.<\/p>\n\n\n\n

How can you use the Sales Effectiveness Equation to diagnose performance? Look for these activity and execution gaps.<\/p>\n\n\n\n

Help the rep reshape their activity<\/strong> when you observe:<\/p>\n\n\n\n