Date post: | 22-Jan-2018 |
Category: |
Business |
Upload: | manfred-kauffmann |
View: | 151 times |
Download: | 0 times |
Copyright@CE-Consulting Group 2016
Build top performance sales teams
Dr. Manfred Kauffmann
CE-Sales Consulting Group
1Digital Strategy
Agenda Build High Performance Sales Teams
1. Challenges
2. A new definition of performance
3. Team culture and leadership
4. Solutions
5. Early warning system
6. Skill Management
2Sales Leadership and Team Culture
Performance reviews are not systematically
performed
Lack of a motivating
feedback culture and sustainable
staff development
Performance potential remains
unused, performance
deficits are too lateuncovered
How can we improve the sales
manager performance and
build high performance
teams?
Challenges Performance Culture
3Sales Leadership and Team Culture
Performance is measured by quantitative
targets, i.e. new orders
Targets are already quantified and easy to
measure
• no reliable performanceforecasts
• no consecutive measurements
Performance reviews only once a year
Sales manager performance 1 of 2
4Sales Leadership and Team Culture
Low performance becomes obvious, when
too late for mitigationobjectives will not be
achievedsales manager drop out of
performance culturesales manager leave the
company
A simple early warning system is necessary
Sales manager performance 2 of 2
5Sales Leadership and Team Culture
Disadvantages for staff and company
A one-time assessment affects efficiency and effectiveness of
HR actions
Performance reviews may be too late to adjust motivation and raise
performance level
Open questions:
How did the performance of team and sales manager develop?
Has performance changed, increased or decreased?
Disadvantages of one-time performance assessment
6Sales Leadership and Team Culture
Benefits for employees and company
Part performance targets can be set up and easy controlled
Employees receive immediate feedback
Meets requirements of sales manager
Employees are motivated and can be coached better
Increase employee satisfaction and team performance
Advantages of consecutive performance feedback
7Sales Leadership and Team Culture
After three decades General Electric has given up the annual performance review and ranking system
(high, medium and low performers)
Employees receive a series of short-term
targets, objectives and milestones
Feedback on target achievements is
consecutive.Objective is continuous performance
improvement
Although an annual feedback is still used, it is
complemented by continuous performance
feedback
Microsoft, Accenture and Adobe have minimized
the importance of annual performance reviews
Google regards leadership as a coaching
process and supports team responsibility and
accountability
Best practice
8Sales Leadership and Team Culture
An authoritarian management is no longer expedient
Millennials expect a high level of leadership, immediate feedback on achievements and constructive critisism
Employees expect a flexible performance monitoring and timely feedback
Millennials in Europe and US require a new performance culture
Requirements leadership and team culture
9Sales Leadership and Team Culture
Sales leaders have to manage authoritarian control systems and
employee satisfaction-oriented motivation culture
Leadership requires considerable flexibility to manage both top and
low performer without given undue preference
Sales leader requirements 1 of 3
How do executives handle contradictory requirements, without micro
management and spending too much time on HR controlling?
10Sales Leadership and Team Culture
Leadership is no longer a one-dimensional process controlled by superiors and aligned on the staff
Sales leader must prove themselves in a new performance
culture
Sales leader performance is reviewed by his
superiors and by his team
Sales leader requirements 2 of 3
11Sales Leadership and Team Culture
360 degree assessments:
review process by superiors and
colleagues
Sales leader new role: a
charismatic leadership coach
to inspire and motivate teams
Sales processes and structures
must be managed
Sales leader requirements 3 of 3
12Sales Leadership and Team Culture
leadership is not based on hierarchical
authority
leadership is role modeling
leadership is a coaching process
leadership is communication
leadership is empowerment of
teams and situational
leadership needs agile structures and
systems
New leadership culture
13Sales Leadership and Team Culture
Employees motivation is not related to bonus schemes and incentives
Research show that learning culture, flexible work schedule, career options and other factors affect motivation
A open, flexible feedback and performance culture is part of the new team motivation culture
Motivating high performance teams
14Sales Leadership and Team Culture
Use early warning systems
CRM dashboards show target fulfilment at team and
employee level
Performance can be
measured with pipeline and opportunity
reviews
Employees receive
feedback immediately
Sales leader manage
performance problems
Feedback is timely, related
to goals, pragmatic
efficient and cost-effective
15Sales Leadership and Team Culture
Agile feedback culture must include skill management actions and review process
Strengths and weaknesses are analysed to evaluate individual and team performance
Skill management can increase productivity and sales success
An objective assessment of competence and skill level is mandatory
Skill Management 1 of 2
16Sales Leadership and Team Culture
The skill profile evaluates actual and target skill
scores
It shows challenges and potentials in the main areas of
skills and competence (e.g.
industry know-how)
The performance matrix provides a
benchmark analysis of
competence and performance level
Actions for team and individual skill
development
Skill Management 2 of 2
17Sales Leadership and Team Culture
Mandatory for a sustainable performance change is a change in leadership behavior and performance systems. Motivated employees build high
performance sales teams.
High performance teams - Summary
18
CE-Sales Consulting Group
Management
Consulting
Sales and Account Management
Business Development
Business Strategy
Partner Management
Business Coaching
Interim Management
Project and Programm Management
Phone + 49-89-66 81 12
Mobil + 49-170-773 36 30
http://www.ce-sales-consulting.com
Manfred Kauffmann, Managing Partner