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Today’s field sales managers are challenged by expanded sales teams, greater responsibility, and competitive pressures, and they need a performance management system to facilitate decisions, accelerate sales growth, and minimize turnover.  Managing Sales Performance will help you analyze a wide range of performance indicators that many managers overlook, such as proactive develop of their people by identifying gains and gaps in performance, determining the root causes of performance problems, and choosing from a wide menu of  the most appropriate actions to reinforce gains and eliminate gaps.

The system starts with 10 Success Factors that interact and are the most important skills and behaviors for sales success. When performance is off, the sales manager searches parallel Gaps and Gains and sub-skills for each Success Factor to identify Gaps.  When a specific Gap is consistently repeated, the sales manager determines the cause, if possible, before taking action.  10 actions are covered for both improving Gaps and reinforcing Gains. Participants learn to use the "Sales Performance Model" and are equipped with a quarterly tool for tracking each sales person’s performance.  

Learning Objectives

  • Discover the importance of managing each sales rep’s total performance.
  •  Explore a system for highlighting gains and gaps in skills and behavior so improvement/reinforcement can be made.
  •  Identify 10 manager actions designed to improve individual sales performance.
Last updated/reviewed: September 18, 2018

Included In Certifications

This course is included in the following Expert Certifications:

8 CoursesPorter Henry Sales Manager Certification

  1. Sales Coaching for Results
  2. Virtual Sales Coaching
  3. Counseling for Improved Sales Performance
  4. Managing Sales Performance
  5. Optimizing the Sales Manager’s Time to Achieve Priorities – Allocating/Saving Time for Top Priorities and Efficiency
  6. Recruiting and Selecting Sales Stars
  7. Sales Leadership 1 – Creating a Sales Vision
  8. Sales Leadership 2 – Influencing and Motivating the Sales Team

Prerequisites

Course Complexity: Intermediate

There is no advanced preparation required. You can download a valuable Managing Sales Performance tool and Managing Sales Performance System chart that will improve your management abilities. We also recommend that you complete related courses: Sales Coaching for Results, and Sales Leadership courses 1 & 2. 

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  2:44Introduction to Managing Sales Performance
  7:06Sales Management System
  11:15Success Factors
  8:37Sales Manager Actions
  4:53Steps in Monitoring the Sales Team
  10:45Communicating Expectations and Conclusion
CONTINUOUS PLAY
  45:21Managing Sales Performance
Supporting Materials
  PDFSlides: Managing Sales Performance
  PDFManaging Sales Performance Glossary/Index
  DOCMSP Sales Team Performance Plan Sample
  DOCMSP Performance Plan Foldout
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM