Setting Sales Standards

Sales Standard

“The minimum level of acceptable performance or accomplishment for a sales person in a given role.”

Target group

Managers

Topics

• What reporting tools do you have available to you?
• How do you gather performance data?
• How do you analyze performance data?
• How do you set baseline performance?
• How do you establish an “operating rhythm” around sales standards?

Approach

The training course is instructor led and is designed to be highly interactive with practical exercises. The module concludes with Commitments to Action (CTA’s) which ensure that the learning is applied in the field.

Duration

1/2 day  

Course objectives

After this training course, you will be able to:

• Use reporting tools to help you gather and analyze performance data
• Set baseline sales standards for your team.
• Create an "operating rhythm" which will help you document, communicate and inspect the sales standard.

Follow up courses

• Establishing Clear Expectations
• Coaching and Feedback
• Evaluation and Consequence
• Managing Performance Problems