Performance Management
through Coaching
Results are merely lagging indicators. You can’t manage them; you can only monitor them. In order to impact the outcomes of sales performance, or results, you need to look at leading indicators. This means that you need to measure sales process execution at a granular level.
The Sales Performance Action Plan becomes a powerful tool for planning, monitoring, and analyzing sales metrics and for employee development. Our one-on-one coaching process means that sales managers (or our facilitators) can use the individual’s personal action plan to help identify behaviors that will move the needles on metrics such as call-to-meeting hit rate, meeting-to-close conversion rate and average deal size. Then they can track these metrics against their goals and modify the plan to impact sales performance.
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Professionals
We Help
Below is a partial list of the types of clients we work with. They all sell high-value products, services or solutions to sophisticated buyers and senior executives.
- Accountants
- Advertising Executives
- Auditors
- Actuaries
- Benefits Consultants
- Capital Equipment Sellers
- Commercial Bankers
- Compensation Consultants
- Computer Hardware sellers
- Consulting Engineers
- Corporate Financiers
- CPAs
- Creative Services
- Data Center Providers
- Design Engineers
- Direct Marketing Services
- Electronics Resellers
- HR Consultants
- HR Technology Providers
- Insurance Brokers
- Investment Bankers
- Management Consultants
- Marketing Consultants
- Market Research Providers
- Network and Security firms
- PR Consultants
- Private Equity Professionals
- Risk Consultants
- Sourcing Consultants
- Software Developers
- Supply Chain Consultants
- Systems Integrators
- Tax Advisors
- Technology VARS
- Telecom Providers
- Training Partners
- VC Professionals