Sales People are you under performing | KPI’S

Performance for sales people is all too often compared against last years figures, managerial expectations and other sales people within the same company. Sales jobs are critical to the success of any company and whilst you may not want to be honest with those around you it is important for sales people to question their own performance in their sales job. In sales jobs the formalised structure of 1-2-1’s and appraisals are the tools used by management structures to set goals and targets at an individual level. The over-reliance on Sales Managers and effective line management for this process to work, especially when targets have to be met and everyone is too busy means that a sound process is dismissed as a box ticking exercise. Okay, so this doesn’t apply to all companies and sales jobs although if it does apply to you then it is your responsibility to develop yourself in your sales role.

Here are a few key questions to consider:

1. As a sales person how well do I know the product I sell?
2. Who is the main competitor in the marketplace?
3. Waht are their strengths and weaknesses?
4. How can I capitalise on these?
5. What one thing should I work on over the next 12 months?

After considering the above 5 questions and your KPI’s (Key Performance Indicators) in relation to last year, managerial expectations and those sales people around you an honest answer can be given to the question performance in your sales job. Under performing and “the fear” must be carefully balanced against confidence and success. A balanced view of both is imperative before asking the real question – How can I improve in my sales job?