{"id":1752,"date":"2020-05-23T17:10:19","date_gmt":"2020-05-23T15:10:19","guid":{"rendered":"https:\/\/greatpeopleinside.com\/uk\/?p=1752"},"modified":"2020-05-23T18:13:06","modified_gmt":"2020-05-23T16:13:06","slug":"1752","status":"publish","type":"post","link":"https:\/\/greatpeopleinside.com\/peru\/2020\/05\/23\/1752\/","title":{"rendered":"Developing your High Performance Salesforce"},"content":{"rendered":"\n

Developing your<\/em> High-Performance Salesforce<\/strong><\/h2>\n\n\n\n

If you were starting from scratch, would you design the salesforce you\u2019ve got today? Probably not but then few of us start with the luxury of a clean slate.<\/p>\n\n\n\n

Instead, the group you have is an amalgam of the people you inherited and the people you\u2019ve recruited since you took over the team. But, all too often, performances within the team vary greatly.<\/p>\n\n\n\n

A typical salesforce will look like this:<\/p>\n\n\n\n

\"\"
Only 16% of a salesforce are typically considered as successful workers<\/strong><\/figcaption><\/figure><\/div>\n\n\n\n

But where did the Poor and Average performers come from \u2013 and what can you do about it?<\/p>\n\n\n\n

What can you do?<\/strong><\/p>\n\n\n\n

You could sack all the Poor and Average Performers and then recruit only Top Performers. But unless you\u2019ve dramatically changed your recruitment process (a topic for a different blog), that didn\u2019t work out too well last time, did it? You risk ending up with the same graph but with different names attached to the tags \u2018Poor\u2019 and \u2018Average\u2019 Performers.<\/p>\n\n\n\n

\"\"
Sacking poor and average performers won’t solve the problem<\/strong><\/figcaption><\/figure><\/div>\n\n\n\n

What\u2019s the alternative?<\/strong><\/p>\n\n\n\n

Develop<\/strong> your own High-Performance Salesforce, based on people you already know and employ. But it helps to know what\u2019s achievable.<\/p>\n\n\n\n

Poor performers<\/strong> are unlikely to rise to the performance level of your best people. But you can improve<\/em> their performance if you identify where the performance gaps are. Any improvement will contribute to your target.<\/p>\n\n\n\n

Average performers<\/strong> may well be Top Performers-in-waiting \u2013 IF you can remove the obstacles that currently prevent it happening. If you know where the gaps\/obstacles are and provide them with targeted Learning and Development, it will bring them closer to, even alongside, the best people you employ.<\/p>\n\n\n\n

How do you do this?<\/strong><\/strong><\/p>\n\n\n\n

Your sales numbers tell you who\u2019s performing well \u2013 but they don\u2019t tell you why? <\/strong><\/strong><\/p>\n\n\n\n

You need to understand what it is about your top performers that sets them apart from the rest.<\/p>\n\n\n\n

Why are they able to:<\/p>\n\n\n\n

  • Quickly identify opportunities?<\/li>
  • Delight their clients?<\/li>
  • Close sales quickly?<\/li><\/ul>\n\n\n\n

    \u2026 and most importantly – why can\u2019t everyone else do it?<\/p>\n\n\n\n

    \"\"
    Top performers are great at closing sales<\/strong><\/figcaption><\/figure><\/div>\n\n\n\n

    Great People Inside’s Dimensions<\/strong> assessment tells you:<\/p>\n\n\n\n

    • what<\/strong> makes your top performers so great<\/li>
    • why<\/strong> your average performers are less effective<\/li>
    • how<\/strong> to improve your least successful performers<\/li><\/ul>\n\n\n\n

      By working with you, we create an assessment tailored specifically to your<\/strong> organisation. This includes a benchmark created from your<\/strong> top performers (not a random collection of external organisations).<\/p>\n\n\n\n

      This assessment is then used to measure all of your sales team.<\/p>\n\n\n\n

      By doing this, you are able to provide the individual development needed to improve your sales figures, in the middle of a recession, with the team you already have.<\/p>\n\n\n\n

      What\u2019s more, the same benchmark will help you recruit better when you have vacancies to fill.<\/p>\n\n\n\n

      Use your development budget to Develop your<\/u><\/strong> High-Performance Salesforce. It could be the best money you\u2019ve ever spent.<\/p>\n\n\n\n

      Email me at uk@greatpeopleinside.com<\/strong> or call 01494 573 572.<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"

      Developing your High-Performance Salesforce If you were starting from scratch, would you design the salesforce you\u2019ve got today? Probably not but then few of us start with the luxury of a clean slate. Instead, the group you have is an amalgam of the people you inherited and the people you\u2019ve recruited since you took over […]<\/p>\n","protected":false},"author":1,"featured_media":1739,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[29],"tags":[],"_links":{"self":[{"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/posts\/1752"}],"collection":[{"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/comments?post=1752"}],"version-history":[{"count":4,"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/posts\/1752\/revisions"}],"predecessor-version":[{"id":1767,"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/posts\/1752\/revisions\/1767"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/media\/1739"}],"wp:attachment":[{"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/media?parent=1752"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/categories?post=1752"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatpeopleinside.com\/peru\/wp-json\/wp\/v2\/tags?post=1752"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}