Salespunch SRD™ is the essential platform for ensuring that the right people are in the right slots for optimising sales effectiveness. In addition to the outputs of the job (revenue targets etc) it is important to define the key measurable sales activities that are required to achieve the sales objectives. This helps to define the knowledge, skills and experience that are necessary in order for job applicants (or incumbents) to be successful in the role. Example areas in need of detailed specification (with a sales management role in mind) include: Sales Performance - Ensure that key sales elements are planned and agreed with both senior management and own team members.
- Plan and manage sales activity of team, based on known previous performance (Backward Planning driven by Salesbase).
- Monitor actual performance of team members against agreed plan, using appropriate measures.
- Ensure good quality information and statistics are available for use company-wide.
Managing the Sales Team - Personal responsibility for developing the overall capability of the sales team.
- Leader and role model for the team, addressing issues of performance and capability; internal and external perception of the sales team; coaching and appropriate management of hygiene factors.
Self Development - Take action to keep own product and industry knowledge up to date.
- Maintain personal short, medium and long-term professional development plan.
- Identify and develop potential successors from overall sales team.
- Retain sharp, personal sales awareness and competence.
Roles - Develop strong and positive relationships with other key managers in the business.
- Take action to avoid inter-departmental friction or customer situations.
- Other lateral or vertical relationships
- Contribute market intelligence, sales information and interpretation to the development of commercial strategy.
Skill, knowledge and experience - Industry and technology
- Company products
- Basic and advanced sales techniques
- Sales planning and management
- Employment policy and practice
Personal Characteristics - High order interpersonal and communication skills
- Sensitivity and the ability to empathise whilst remaining objective
- Well founded self-belief, confidence and credibility
- Ability to take decisions or apply influence
- Ability to listen, influence and control the behaviour of others
- Strong intellect, reasoning and analytical ability
- Sharp commercial awareness
- Time management skills
The above outlines a selection of areas for focus when defining sales roles. Once complete, this role definition then drives the templating of the ideal person for the role taking into account the knowledge, attitudes, skills and habits (KASH) that this (currently imaginary) person needs to do the job. This can be used in two ways: - As the template against which individuals can assess themselves and begin to determine their own development needs.
- As a basis for the efficient recruitment of new sales staff into the right roles
Contact your Salespunch™ coach to investigate how an SRD™ can be applied to your sales functions to avoid costly recruitment mistakes. |
|