Performance Development

The following Sales Management Tools are part of our "Performance Development" Toolset.  Our Outbound Excellence "All-In-One" Toolkit includes 14 sets of these proven Sales Management Tools, a set for each of the 14 roles of the Sales Management position.

What you see below are "Images" of the tools that you receive as part of your "All-In-One" Sales Management System to allow you to determine the level of value these tools would provide in helping you coach and develop your sales team.

When you purchase the "All-In-One" System you are provided with access to download these tools in a pre-designed, pre-formatted Microsoft Office Application.  Just plug in your data and you have proven, "ready to use" - Sales Management Tools.

Each tool includes unlimited phone and email training and support at no additional cost.

Note: Click any image below for a full screen view.

114. Company Performance / Improvement Strategy: Best Practice! 77. Account Management's Business Plan
One of the most effective reports ever developed to monitor the performance of a sales organization. Performance Data includes: Net Shipped Sales, Net Margin % / $, Orders, AOS, ALI, Cost of Goods, Freight %, Sales Reps, Active Customers, New Customers and Customer Contact Time. These performance metrics are then measured via MTD actual performance, performance vs. quota, run rate performance, percent of quota achieved, variance to budget, and monthly historical performance. In addition, it provides a built in action plan for improving both revenue and profit performance. No C Level Executive or Sales Leader should be without this report. A great sales forecasting tool that allows you to see over a dozen key sales forecasting elements for each of your sales representatives. The Account Management Business Plan measures monthly, quarterly and annual sales by account, industry and market trends, products purchased, accounts won and lost, unique buying patterns, disruptions in buying patterns, Monthly and YTD performance vs quota, average # of buying accounts / month, average sales per customer and more. This is one of the most effective performance monitoring and forecasting tools ever developed.
116. Account Management Audit Matrix: Best Practice! 117. Account Development Action Plan: Best Practice!
The account management audit matrix will accurately identify the specific strengths and weakness of each sales representative based on their ability to manage and develop their assigned accounts. Within just minutes you will have an accurate report of the specific strengths and weaknesses of each sales representative in the 10 key account management/development areas. This report measures Account Management performance by Account Management KPIs as well as by account. Additionally it creates a tailored action plan for improving account management / development performance based on each sales representative’s unique needs. The Account Development Action Plan benchmarks the performance of the overall sales organization in each Account Development KPI. Additionally it measures each sales representative’s individual Account Development performance against the overall sales organization’s account development performance benchmarks. By comparing each sales representative’s individual account development performance against the sales organization’s overall benchmark performance it allows sales managers to develop tailored actions plans for maximizing each sales representative’s account development performance.
118. One on One Sales Representative Questionnaire 119. Initiatives Tracker
To maximize the effectiveness of any performance development system you must ensure sales representatives believe that you have a genuine interest in their goals, needs and concerns. In addition, they want to convey their thoughts, needs and concerns prior to discussing a strategy that will help them increase the sales organization’s sales. The One on One Sales Representative Questionnaire is a proven scientific tool that will maximize your sales team’s engagement and acceptance in improving their sales performance The quickest and easiest way for a performance development plan to lose its effectiveness is through improper follow-up. The Performance Development Initiatives Tracker tracks the Performance Development Plans of each member of your sales team. Structured follow-up of Performance Development Plans ensures commitments made by both the sales representative and sales manager are executed on time and in accordance with the specific requirements of each plan. Think of this as a Performance Improvement Accelerator.
120. 3 Step Performance Improvement Plan 121. Step #1: The One on One Focus Talk
No matter how hard you strive to make each of your sales representatives a sales superstar, you will always have a certain percentage of sales representatives that are unwilling or unable to meet your minimum performance requirements. For those instances, our Outbound Excellence - 3 Step Performance Improvement Plan is a scientifically proven performance development system that will maximize the probability that you will develop each sales representative to their highest level of success possible. The One on One Focus Talk is the first step in our 3 Step Performance Improvement Plan. The One on One involves a documented discussion addressing an area of a Sales Representative’s performance that is not meeting minimum performance requirements. It establishes performance goals and action steps for achieving those goals along with a specific timeline in which each of the goals must be achieved. Non achievement of these goals over the designated time period results in the execution of Step #2 of the 3 Step Performance Improvement Plan, the Formal Written Warning.
122. Step #2: Formal Written Warning 123. Step #3: Final Written Warning
The Formal Written Warning is the second step in the 3 Step Performance Improvement Plan. The Formal Written Warning is executed when the goals and action steps of the one on one focus talk are not achieved within the established time frame. The Formal Written Warning includes all of the elements of The One on One Focus Talk listed above. The Formal Written Warning states that if the agreed upon goals are not achieved within the stated time period that the employee will be put on a final written warning with non-achievement of goals at that stage resulting in termination. The Final Written Warning is the third and final step of the 3 Step Performance Improvement Plan. A sales representative that is unwilling or unable to achieve the goals set out in the first two steps of the performance improvement system are provided with a final opportunity to meet and achieve stated performance goals within a designated time period. The Final Written Warning states that non achievement of the goals outlined will result in the employee’s termination.
124. Performance Improvement Plan Status Report
The Performance Improvement Plan Status Report ensures that both the sales representative on a PIP as well as the Sales Manager adheres to the commitments of the PIP within the established timelines. This report maximizes the credibility of the PIP, maximizes the probability of developing each sales representative to their highest level of success possible and it minimizes any potential legal repercussions as a result of a termination.

Outbound Excellence Inc. – 877-337-2674 / 602-770-0012 – success@outboundexcellence.com Dave Kalstrom CEO – P.O. Box 424 Maricopa, AZ. 85234