28 August 2013
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The Sales CheckPoint – Guiding Salespeople to Achieve Higher Levels of Performance

By: Julie Landis

Over the years I have learned that the more I like to do something, the more frequently I will do it, and I put more effort into how I do it, to get the best possible outcome.  For example, I love to cook.  So when making dishes I like, I do everything I can to make sure they turn out great.  However, when it is something I don’t like, such as peas, it becomes less interesting to me, so I don’t make them very often and when I do, I put little effort into making them, not caring too much if there is enough salt and pepper or butter.  So the family gets peas, but they may not be that great.

The same holds true for activities at work.  I sold software for nearly ten years.  The last company I worked for provided leads to follow up on from prospects that knew of our product and wanted to learn more.  Calling those prospects was something I enjoyed doing, so as soon as the lead came to me, I was on the phone talking to the prospect.  I was also responsible for cold-calling and scheduling appointments on my own, an activity which all sales people like to do, right? Nope…not really…not many at all, and especially not me.  The company did provide us with tools to develop a call list, but after putting together my call list, I would find myself reorganizing my desk, entering notes into the sales database from other calls, checking my email; anything but picking up the phone to make the call.  Eventually, I would make the calls and schedule the exact number of appointments I was required to make on my own, however, I didn’t enjoy it, and I didn’t put the same effort into the conversation as I did with leads of prospects who were already interested.    Interestingly enough, my close ratio was higher for leads provided to me. I would venture to say my Manager had an idea that cold calling was a road block for me.  I probably spent a lot more time preparing myself to make the calls then he would have liked me to.  Although I was doing activities that eventually would need to be done, they were low value activities and picking up the phone was a high value activity, which my Manager would prefer me to do.

So how do you know what high value activities your salespeople are doing, and how do you know what they dreading or enjoying?  You might know they are making calls and setting appointments, and closing deals, but do you know which activities they are spending the most time doing?  What they believe are the high value activities of their day?  And if they were focusing more on what you believe are high value activities, would they close more deals?  It is very likely that if you could assess what your salespeople are doing, you could identify activities that they need to spend less time on and activities where they should focus more time. You might also uncover areas that you can coach them on to make them better salespeople.

If you are like many of the sales leaders that I have spoken with, then it would be safe to assume that you share a similar goal in creating, maintaining, and optimizing your sales team.  As a strategic business partner of Profiles International, the Chapman Group offers an employee assessment known as the Profiles Sales CheckPointTM that can assist you in reaching that goal.

The Sales CheckPointTM employee assessment helps sales leaders:

  • Identify key competency gaps in a matter of minutes
  • Develop training that targets crucial development gaps, avoiding the traditional “one size fits all” sales training that leaves many underperforming
  • Align your organizations expectations, goals with your sales people
  • Improve productivity and retention by creating a better job fit, addressing your sales person’s weaknesses and maximizing their strengths

 

For more information on The Sales CheckPointTM and many other employee assessments Click Here to visit our website, or you can reach out to me directly with questions at JLandis@ChapmanHQ.com  ; like I wrote earlier, following up with interested people is one of my favorite high value activities.