How to measure sales performance? Sales performance analysis.

How can you actually establish the performance of a salesperson? Are they doing well or is there room for improvement? Well, we joined Andy Jones, Director of Sales & Business Development with Mobilesquared, to discuss exactly this. It’s clear that success in Sales is related to how effective somebody is at truly framing any situation and identifying the problem or problems impacting any organization. Only then can one know how to deal with the problems and solve things in a mutually agreeable way. Salespeople cannot be just dropped into one category: there are Account Managers whose role it is to maximize business opportunities with existing clients, the classic ‘hunter’ type whose job it is to develop relationships with new clients and then something else entirely - business development. This is not classic sales as it has more to do with being a first-mover, creating a new category. This is not something an individual can do in isolation. They need the backing and support of other stakeholders in the company and this process is often long. In the world of Sales, it is prudent to measure sales performance on a weekly basis. For new personnel (whether starting out in Sales or venturing into a new product area in particular) mentoring will be a key component in ensuring they will be successful. Realistic targets need to be set and there needs to be support there for salespeople to ensure they can be as successful as possible! It’s clear Sales is a great area to be in but remember there are different types of salespeople and one strategy will not fit all…