Sales Team Performance Improvement Programmes
Our Quality In Sales (QIS) programme is a truly unique assessment methodology designed to offer cost-effective improvement in sales performance. Modular in form, Sales Managers can apply the tools and techniques employed within QIS to every aspect of their management role including recruitment, training, coaching and appraisals.
Comprising a series of tools and techniques, QIS can be implemented either as an entire performance improvement programme for all sales employees or as a series of discrete, modular solutions to address specific needs. We can run programmes for you or train you how to use the methods, tools and techniques we use to enable you to incorporate them into your own in-house processes.
Of course, we first need to review current sales performance and develop an appreciation of your company’s overall sales strategy & objectives. We then need to fully understand your sales processes and how these should be put into practice. However, regardless of the quality of your processes, they are only as good as the people who implement them. That’s why, in order to achieve an improvement in performance of your sales team as a whole, our QIS programme reviews and focuses on the skills and abilities of the individual employees who make up your team. For, even modest improvements in individual performances collectively add up to a dramatic improvement in overall performance.
For each sales employee, QIS analyses and reviews:
- If they have the skill set for acceptable performance in the sales role they undertake
- How quickly they can learn new skills and ‘think on their feet’
- If they have the ‘right’ personality for the role they currently undertake
- And if recruiting, if they have the skills and personality to fit in your team
The results will then help you decide:
- Who has the potential to become a top performer
- Who needs training and in what areas in order to improve their performance
- Who is a ‘lost cause’ and will always be a liability rather than an asset to your team
- And if recruiting, which candidate(s) should be hired
For both established salespeople and new recruits alike, the prime output of a QIS programme is an agreed personal development plan for each employee. But it need not end there, for we can then design and deliver any training and coaching required as a fully integrated solution. However, if you have internal training resources or preferred external providers, we are happy to work in collaboration to ensure the QIS results can be used to deliver the highest level of performance improvement for any given level of training investment.
In the event that a review of performance clearly confirms you must dispose of the services of one or more existing employees, we can also help you hire replacements using our QIS assessment methodology to ensure the best possible fit in your team. |