Every business needs to succeed in all areas, not just in execution , operations or sales but a rounded, well oiled machine.
I have worked with many companies as clients, and the objective in my field of experience is performance and generally speaking in revenue generation.
Performance has many meanings, and the common thread is the consistent achievement of goals and objectives, and desire to exceed those goals.
In today’s business World, getting the desired outcome is challenging. Getting the mind share of your sales reps can also be challenging , but it is essential to put programs together that compel your most engaged reps to sell more.
Let’s look at what is generally measured when looking at performance.
- Knowledge. To have success, as a sales professional, they need to have product and/ or industry knowledge. With knowledge the confidence level increases and typically so does the winning close rate. Training is great, but getting adoption of these programs is key. Using a program such as XLA allows you to launch and incentivize participants to view, complete and continue their learning modules.
- Goals. Without goals, you cannot determine whether or not you are making progress. Goals are extremely important for both the organization and the individual. Giving clear and comprehensive goals that can be be tracked and monitored is a huge benefit, and having it all in one place makes it efficient and easy to use.
- Achievements. Everyone wants to win, and creating a competitive and rewards environment is a great way to incentivize completion of goals.
So let’s look at these, and why they are important.
Giving someone knowledge allows for your brand, to be forefront of mind, and setting goals and and allowing them to track them enables them to control the pace of a sales in their pipeline by showing them how far away they are from their target.
Using rewards for hitting and exceeding performance goals makes it real for organizations and individuals.
Add a layer of competition and create leaderboards and performance is even more relevant, and the incentives a reason to excel (XL).
To get most out of your performance programs and strategy make sure you make it fun and engaging, but also, make it easy to participate.
For ideas for your Performance Strategy contact us and we can discuss some options.