Replicate Top Performance
Replicate Top Performance
Virtually every sales organisation has some high-performing salespeople and sales managers. Sometimes they are highly diligent professionals who successfully follow a proven recipe. With others, the secret of their top performance is a mystery even to themselves. But very often there are only a couple of really top performers, with everyone else trailing behind.
Almost without exception, every business and sales leader has asked us “How do I replicate our top performers?” The reasons are clear. What difference would it make if even half of your sales force were as good as your top 2 or 3 performers? But is that possible? Well, not in all cases. But it’s certainly possible to replicate success and improve performance across the board. Following LoganLea’s intervention, it’s typical for clients to see performance in the Top 25% of performers reach levels previously seen by only the top 2 or 3 performers. And usually the very top performers increase their performance even higher.
So how is this possible?
LoganLea’s consultants understand the different factors affecting sales force performance. It isn’t all skills, it isn’t all management and it isn’t all the product or service. And it certainly isn’t a “magic recipe” from the latest sales guru. There will however, be a repeatable and successful best practice specific to your organisation, product/service, customer base and market. There will be a combination of success factors that can be identified and replicated – if you have the time, skills and experience to do so.
Our consultants work with your staff, management and customers to identify the skills, behaviours and techniques that deliver repeated success. Using our proven ASPIRE methodology, we evaluate success factors within the current sales organisation, as well as introducing best practice from many other organisations and sales methodologies.
This gives you a clear and replicable model for your ideal salespeople, which allows us to develop competency models, role profiles and training materials tightly tailored to deliver results in your organisation. This delivers numerous benefits, including:
- improved performance from existing staff
- more targeted and successful recruitment with reduced costs
- more successful training with reduced costs
- more effective staff appraisal frameworks