Are You Using The Term Performance Management Correctly?

It’s obvious that sales people need to perform at the required level. It’s surprising how many sales organisations don’t effectively performance manage their sales teams. To do so, the first requirement is to understand what Performance Management is and isn’t.

What Performance Management Is		What Performance Management Is Not
A motivating force for stimulating success		Something only used remedially
Something that brings clarity and focus around success/failure criteria		Something that should be feared because of its conflict overtones
A joined-up set of processes that aligns peoples’ activities and results with the organisational requirements		A stand-alone set of measures that only deal with (for instance) performance against target
A term that in world class sales organisations is viewed in the same way as terms like; financial management and customer management i.e. positively, ‘something we naturally focus on around here’		A negative term that really means only managing personal failure/underperformance, or wanting to exit someone from the organisation

If you’d like to improve the performance management of your sales team contact:

Claudine McClean

T: 01789 734400

E: claudinem@salespathways.com

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