Implementing a Measurable Salesperson Perception Program

Topics Covered in Course

Establishing an effective salesperson perception strategy
Setting expectations of the salesperson program
Understanding the model of salesperson performance
Analysis of salesperson models based on goals
Defining the perception process
Obtaining unbiased information
Group communication steps and program definition
Creating measurable key performance indicators (KPI's)
Selecting sample sizes
Defining the information gathering process
Ways to conduct the analysis
Capturing quantitative and qualitative customer information
Containing and managing the information
Turning the information into intelligence
Creating Gap Scores
Digesting the intelligence
Turning intelligence into customer engagement
Implementing effective intelligence communication plans
Ensuring continuous customer feedback

Templates Included

Salesperson Perception Program Framework Diagram
Models of Salesperson Performance
Perception Process Steps
Measurable KPI Template
Information Gather Process Diagram
Gap Score Diagram
Steps to Convert Information into Intelligence
Steps for Effective Intelligence Communications
Feedback Loop Best Practices

Detailed Course Description

(design and creation being planned) Salesperson performance perceptions are a result of various customer interactions from as early as the RFP process to post implementation support engagement. Salespeople are the customer-facing aspect in a majority of organizations and customer perception intelligence is the best way to gauge effectiveness in their abilities.

This online course introduces an intelligence component to implementing a salesperson perception program by obtaining measurable key performance indicators from existing customers, which in turn allows actionable intelligence to be leveraged within your organization on sales-related aspects. This course will allow your organization to view the salesperson intelligence both strategically and tactically in order to allow sales alignment to ignite additional revenues.

Available:

Level:

Intermediate

Category:

Sales

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