:: General Industry: Managing Sales Performance

"I've worked with Graytrout for more than a decade, and I chose them because they are different. They are rock solid in their approach, researching your clients and industry. They have outstanding integrity and you can count on them to have their big picture hat on, they won't just sell you a training program.”

Lawrence Wagner
VP-Sales
Corporate Graphics - Printers for Fortune 500 companies

Managing Sales Performance

Performance management workshops provide your sales managers with the processes, skills and tools needed to drive higher performance levels by aligning the performance standards of the sales team with company performance goals. We help your managers monitor performance and teach them best practices that positively impact each employee’s performance level. Sales training workshops are custom designed for your requirements, available in a variety of formats and investment ranges, and trained at your location.

Performance Standards and Appraisals
The best sales performance measurements (behaviors and results) are in alignment with the company’s revenue and profit goals. To do this management must identify and implement accountability measurements, set performance standards, and then reward or take corrective measures. During this workshop managers learn the concepts, processes, skills and tools needed to perform these critical tasks.

Coaching For Improved Sales Performance
Once sales training is complete, ongoing performance management includes periodic evaluation to reinforce good behaviors and correct bad ones. In this workshop, sales management learns sales process coaching skills and receives tools needed to observe sales behavior, provide thorough feedback, and establish an action plan for improvement. This workshop is an essential follow up to all sales-related workshops.

Identifying Sales Performance Issues
To drive consistent sales results, managers must anticipate and diagnose sales performance issues before they become problems. This workshop teaches managers how to incorporate proactive sales performance management, including knowing what should be happening at each sales phase, what can go wrong, and how to apply coaching skills for corrections.

Effective Territory Management
Territory management involves balancing increasing revenue generation with associated sales costs for a better bottom line. This requires a plan that serves existing accounts and converts new sales opportunities into customers around the territory. We teach sales people how to invest their sales resources with accounts and prospects most capable of improving sales revenue and market share goals. The workshop also includes a proven analytical process for managers to ensure optimal territory penetration and saturation.