The Two Dimensions of Sales Performance It is rare to find a salesperson who does not want to succeed. It is not so rare to find salespeople who are not strongly committed enough to success. But, isn’t everyone committed to success? Although the answer is yes, it is a ‘yes’ to varying degrees. Just because someone wants to be successful, it is not hold true that they will be willing to pay the price that success costs. Sales Activity Level Sales Skill Level When we refer to sales skill activity levels, we mean those particular activities that if done, will drive sales performance results. For example, the number and type of sales calls, the number of demonstrations and proposals, are factors that contribute to sales results. Put a different way, how many new business calls or proposals do you need to do in order to achieve the desired level of performance you want to achieve? These numbers usually vary from individual to individual based upon the second dimension of success, that is, the Sales Skill level. Sales Skill level is defined as the effectiveness to ask really smart questions to uncover and develop a prospect’s needs, to obtain a commitment, to influence crucial decision criteria in the customer decision process, to negotiate effectively, or to resolve deep-seated concerns, In other words, salespeople who display a strong skill set in the aforementioned areas, coupled with their own personal activity standard levels, will probably excel at their particular position. In the end, if sales performance is not satisfactory, it can usually be tracked back to a deficiency in one or both of the two dimensions for sales performance. If performance is not up to standard, which of these areas do you think needs to be addressed? Canada can be reached by e-mail at rcanada@dartmouthgroup.com. Quote: … one should strongly ask if negotiation is being used as a substitute for effective selling skills. back to article listings