Our client Productivity Improvement Plan (PIP) for Sales People is designed to help Sales Managers improve the performance of individual sales professionals who are not performing to their full potential.
It is much more cost effective to “turn around” a sales person who had dipped in performance, than it is to replace them, as it minimises disruption to the business, to your customers and saves you money on the training and recruitment costs for a new hire.
There are 10 Steps involved in the productivity improvement plan, but the key is to get buy in from the sales person themselves and set clear and achievable objectives designed to bring the sales person back on track within a defined period of time.
Below is an outline of The 10 steps covered by the PIP, the factsheet that will be sent to you goes into each step in detail:-
Outline of the 10 Step PIP Process
Identify performance issues
Check for external reasons for poor performance
Work out a 6-8 week plan with the sales person
Gain commitment to plan from the sales person
Set weekly and daily performance goals
Set weekly up-date meetings to monitor progress
Ensure the sales person feels valued and praise positive outcome
If performance not improving decide on appropriate action
If performance improving implement steps to ensure continuation
Our founder has over 20 years’ experience in sales (outside the recruitment agency sector) currently operating at Director level, she has won numerous sales awards and worked for organisations such as IBM, Siemens and GKN selling both equipment and services. Experienced in salesforce management, this productivity improvement plan has proved to be a very successful tool when used to turn around sales people who have taken a dip in performance.
To obtain a free copy of our Productivity Improvement Plan for Sales Professionals please contact Sheila Carswell-Craig on 0844 2577 888.
If you have any questions regarding this article or require further information about our Sales Consultancy Practice, please call us on 0844 2577 888.