Glen Callaghan
09-08-2011, 12:24 PM
Hi there,
I'm wondering do any members have good mechanisms in place for measuring performance of their Sales Managers/Consultants. We currently have an in-house generic performance management system which all our employees use for their interim & annual reviews, however I feel it is too generic for our Sales teams and would like to explore some more robust systems or look at ways of improving our own system.
Our sales cycles are generally long and quiet complex. Each sales person is set an annual target for new sales but yet we have people not reaching them and they are not being managed because
a) our performance management system doesn’t record “sales” information
b) in my experience sales directors do not want to deal with “managing” team members (I know a broad statement but unfortunately I’ve not met many that are good at sales management & people management)
c) they have good relationships with their existing clients and this is keeping the heat off them bringing in new sales –but this cannot be sustainable long term, sales targets must also be met.
If anyone has experience of designing performance management tools for Sales professionals and are able to share experiences I'd appreciate input.
Thanks
Glen
I'm wondering do any members have good mechanisms in place for measuring performance of their Sales Managers/Consultants. We currently have an in-house generic performance management system which all our employees use for their interim & annual reviews, however I feel it is too generic for our Sales teams and would like to explore some more robust systems or look at ways of improving our own system.
Our sales cycles are generally long and quiet complex. Each sales person is set an annual target for new sales but yet we have people not reaching them and they are not being managed because
a) our performance management system doesn’t record “sales” information
b) in my experience sales directors do not want to deal with “managing” team members (I know a broad statement but unfortunately I’ve not met many that are good at sales management & people management)
c) they have good relationships with their existing clients and this is keeping the heat off them bringing in new sales –but this cannot be sustainable long term, sales targets must also be met.
If anyone has experience of designing performance management tools for Sales professionals and are able to share experiences I'd appreciate input.
Thanks
Glen