Performative - Improved Sales Process

key elements | performance initiative | commercial approach | the typical approach

Approach That Companies Typically Use

We have found that the typical approach companies use to solve performance problems in the selling operation is a series of disconnected tactical or automatic reactions as follows:

•		Fire existing sales people and hire new people Sales churn (the turnover rate of sales staff) is a big issue in the sales industry and costs companies thousands of pounds every year. There is a lack of good sales people in the market, but The Performative Model is designed to get the most out of the people in whom you have already invested time and money.
•		Carry out sales training You may have already visited several web sites, offering solutions that will improve your team’s ability to sell and typically what they are offering is a variety of sales training. UK companies however, are starting to recognise that it is not enough to just provide the sales force with additional soft skills training; in our world training encourages learning and leads to an ongoing education in skills and process, which in turn changes habitual behaviour.
•		Change the compensation plan and targets It is to both the companies and the sales persons benefit that they can recognise the revenue targets set and in doing so earn a very good wage and increase revenue; our approach will help you to recognise your targets.
•		Call in a sales consultancy Although our initial approach is to analyse your current go to market model and work with you to understand where you want be, we quickly move on to establishing an implementation plan to put our words into action - we are not just a consultancy!

However, the things that influence the total performance of your sales operation, and ultimately your company, go way beyond the individuals and their training. Unless people are properly motivated, equipped, educated and supported to perform within your company they, and your company, will not be performing to their true potential.

Would you like to discuss our approach?

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Main Site: www.performative.net

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