Does Your Sales Training Program Address Your Sales Performance Issues? Part 2
In Part 1, we went over the steps to uncover sales performance issues and decide which are applicable at a high priority for pin-point sales skill training. We first documented the main sales performance issues. There are (4) distinct sales performance silos that will effect the overall outcome of any sales team, year in and year out. They are:
% of Sales reps to Quota
Average New-hire Ramp-to-Quota in months
Sales Employee Turnover rate
Time spent versus Result achieved
Next we, listed (4) steps to find out if you have any sales performance issues in each individual sales performance silo and if so to what degree. They were:
Step 1: Run the Numbers for any realistic ROI opportunity
Step 2: Run the Numbers hypothetically for a Specific improvement
Step 3: Run the Numbers for a Reality Check
Step 4: Set the Goal and Train to It
In our first example, we looked at a sales organizations performance silo of New-hire Ramp-to-Quota and determined (1) a sales performance issue and (2) a worthy sales training objective and (3)...
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