People often ask us, “What should we do to drive our sales performance?”
It’s a complicated question. It’s not easy to decide what to tackle, when to tackle it, what results the organization should be targeting, where you can get the biggest bang for your buck, and what it really takes to get those results without further analysis.
This kind of analysis stymies many a company leadership team. Walk into any conference room after a sales strategy meeting, and you might find something like this on the bulletin board:
Share on facebook
Share on linkedin
Share on whatsapp
Share on twitter
When we began analyzing sales forces two decades ago, we saw the need for an organizing framework to cut through all the complexity, and provide a lens through which to view a sales organization with a clear eye. The result: the Sales Performance Wheel.
Subscribe
Based on over 70 years of sales research and behavioral science, the Sales Performance Wheel provides a guide to help leaders analyze where they are now and where they need to be, and to make the decisions on how best to get there. The Wheel has been the central model in hundreds of sales organization performance analyses.
The Sales Performance Wheel categorizes the various influences on sales success into eight buckets. The first four concern the organization itself and the performance environment for the sellers. The second four categories relate directly to the people in sales and sales management roles.
These 8 categories are all deeply interrelated. Many leaders look for that one thing they should be doing to drive sales success. But there is no silver bullet. The secret is in finding the right mix of factors specifically relevant for you that will drive your results to the next level.
To join a CNNX group please register for an event, see us at the front desk or simply contact us.
At Sandbox Centre, we offer resources to local businesses here in Central Ontario. This includes resources and support to meet professional development goals through our SBX CNNX Groups. Becoming a good communicator takes practice, but when you have the right connections and information, it’s easy to perfect yours.
For more information on setting goals and improving communications at work, we invite you to visit us on the 2nd floor at 24 Maple Avenue in Barrie, Ontario, and join the Sandbox community on Facebook, LinkedIn and Instagram.
Written by Mike Schultz
President, RAIN Group
As an industry-leading sales training company, RAIN Group has been named to both Selling Power and Training Industries' Top 20 Sales Training Companies lists and has won prestigious Stevie awards for Sales Training Practice of the Year and Sales Trainer of the Year. Several RAIN Group clients have been recognized by the Stevie Awards for Sales Training/Coaching Program of the Year.