FROM MANAGER TO MENTOR:

<= o:p>

The CheckUp for Sales Professionals^â

Understanding the Potential for Peak Performance

by= Linda Stimac, A= MCS, CFP^â and Rex Fithian, AMCS, CSE

Treatment without diagnosi= s is malpractice. In order to impr= ove sales performance the first step is to identify sales performance gaps and determine the potential one has to reach peak performance. Then you can help your sales peopl= e make real gains in productivity! <= o:p>

U= nfortunately, traditional methods of improving sales performance don’t take this approach.

The findings of ES Research Group’s report on productivity gains from sal= es training investment indicates that 90% of all sales training programs resul= t in sales increases of only 90 to 120 days*. The results are poor because conventional sales training:

§ Lacks underlying methodology

§ Relies= on anecdotal information

§ Is una= ble to project return on investment

The RxSales approach is different. RxSales uses a learner’s assessment called The CheckUp^® to unc= over skill gaps, non-supportive beliefs, and trouble spots in the consultative s= ales process. Then, a composite report, called The Group Diagnosis^{®,helps decision makers like you pinpoint common strengths, weaknesses,=
and
potential for growth in sales leaders and members of their sales teams. You can make sound decisions=
about
whom to include in a sales development program and have a benchmark for
measuring results.}

The CheckUp for Sales Management Professionals^® examines the sal= es leadership skills of sales managers who need to make the transition from ma= naging by spreadsheet to “real world” performance coaching. Sales leaders begin with a CheckUp= ^® to identify their early warning signs in setting standards, scouting talent= , leading people, and developing talent. The assessment focuses on the sales manager’s skills in fifteen best practices areas that top performing sales leaders possess.

With these assessments as their guide for performance improvement, the sales organization is prepared to begin their work to reach their peak performance. Sales people wor= k in The Clinic^®, a celebrated multi-dimensional development stra= tegy that helps them reach their full potential in a consultative selling role.<= span style=3D'mso-spacerun:yes'> Managers participate with their sa= les teams in a The Clinic^®, and they have their own learning program, called Manager to Men= tor: The Transition to Sales Leadership^®.

Yesterday’s solutions won’t solve today’s problems. Give your sales team the pow= er of a 21^st century

approach= , and you’ll help them= make sustainable gains in performance!

= *ES Research Group, The 2006/2007 Sales Training Ven= dor Guide.

About the Authors: Linda Stimac, AMCS, CFP and Rex Fithian, AMCS, CSE, are Principals of RxSales International, a sales performance consulting firm that helps model a progressive learning culture where sales= professionals reach their full potential and business leaders achieve sustainable results. Linda is a member of= SMEI Sioux Falls and Rex is a member of SMEI Dallas. Contact them at 214 233 9370 or visit their website at www.rxsales.com. Copyright RxSales International, 2006.