One of the most importance function of sales manager is to manage sales force performance. Managing sales force performance includes three steps:
- Evaluation of current performance
- Define current performance gap
- Managing performance / Decide course of action
- Evaluation of current performance
- Low Skill, Low Will (Poor performance/Child): The beginner to a task who is just starting, Low self-confidence low knowledge and skills.
- High will / low skill (solid performer/ Striver): The enthusiastic beginner new to a task high effort, highly motivated but low knowledge and skills.
- High will / high skill (Top performer/ Star): The skilled sales person who is looking for more opportunities to grow and develop.
- Low will / high skill (under performer/ Coaster): the skilled experienced person who is in need of attention he is high skills but low will due to personal or business factors.
- Define current performance gap
- Poor performance/Child : The gap in effort , skills and knowledge
- Solid performer/ Striver: The gap in skills and knowledge
- Star performer/ Star: there is no gap in performance
- Under performer/ Coaster: The gap in effort and motivation
- Managing performance / Decide course of action
- Build the will.
- Provide a clear briefing.
- Build the skill.
- Manage with tight control
- Provide tools, training and coaching
- Reduce control if he shows progress
- Set objectives, not methods.
- Communicate trust and recognition
- Don’t over manage
- Motivate them by developing intrinsic motivation
- Rebuild their self confidence
- Support them and don’t over manager