Today’s field sales managers are challenged by expanded sales teams, greater responsibility, and competitive pressures, and they need a performance management system to facilitate decisions, accelerate sales growth, and minimize turnover.  Managing Sales Performance will help you analyze a wide range of performance indicators that many managers overlook, such as proactive develop of their people by identifying gains and gaps in performance, determining the root causes of performance problems, and choosing from a wide menu of  the most appropriate actions to reinforce gains and eliminate gaps.

The system starts with 10 Success Factors that interact and are the most important skills and behaviors for sales success. When performance is off, the sales manager searches parallel Gaps and Gains and sub-skills for each Success Factor to identify Gaps.  When a specific Gap is consistently repeated, the sales manager determines the cause, if possible, before taking action.  10 actions are covered for both improving Gaps and reinforcing Gains. Participants learn to use the "Sales Performance Model" and are equipped with a quarterly tool for tracking each sales person’s performance.