|
Most sales forces are managed “by the numbers” and lack a Strategic Selling focus .
Sales Reviews either don’t happen or happen in an ad
hoc fashion. Sales Management is variable, inconsistent and
left to the interpretation of various managers. There is no
Strategic Selling process and no methodology.
PeopleStreme developed SSD with the specific intent of assisting
Sales Directors and Managers in managing their staff using a Strategic Selling approach. The methodology stems from classic Performance Management
principles which have been well and truly tested in commercial,
government and other institutions.
SSD provides the mechanism by which a Sales Manager or Sales
Director can apply Performance Management Methodology to the
sales management process. By doing this, the management “turns
on” one of the most powerful means of changing behaviour
in an individual. Management set objectives, the teams executes
to these objectives, the outcomes are then reviewed and recorded.
Reporting is provided to management as to the achievement
or lack of achievement of the objectives. Operation of a system
like this is simple yet very powerful in changing behaviour.
Changed behaviour leads to a change in results.
|
