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What Do People Say ... About RxSales?
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CLIENT COMPANIES
Sandra Usleman
President, USI Holdings Corporation Operating Company
Austin, Texas |
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Picture a room full of salespeople, and twenty-five percent of
them don’t belong there – because they don’t have the
characteristics, the make up of a good salesperson now and they
never will. Those are the people who will drain a sales training
program if they are part of it. They are the ones who will ask
elementary questions and slow the training process down. It is
better to keep them out of the development program and focus
efforts on those who deserve the help. You will get better
results in the long term. That is a key benefit of The (RxSales)
Group Diagnosis®.
When we look at the total sales force for our organization, we
have four categories of producers:
• Top Tier (Level 1): These are the
best producers; they have a healthy pipeline of business, and
they exhibit the right behaviors.
• Up and Comers (Levels 2 and 3): These are the people
you really want to invest in; you want to help them grow. These
salespeople should get the training because they will move into
Level 1 in the future. The CheckUp®
helps you get them on a fast track for training and development.
• Low Potential (Level 4): There are some newer
salespeople here, but the majority are individuals who have been
with the organization for a long time. They don’t have high
motivation, commitment and/or attitude. So we ask the question,
“Do we really want to invest in these salespeople?” Maybe we
need to help them leave the organization. The CheckUp®
helps us quickly identify these individuals so that we don’t
waste valuable resources.
The things that are most important to me or to any sales manager
are the three basic qualities identified in Framework:
Motivation to Sell, Commitment to Success and Positive Outlook.
If someone isn’t healthy in those three categories, there is no
need to move forward. Any time those areas are weak, you know
you have a tremendous amount of work to do to get that person
trained. Getting sales managers to understand this is critical
because they should be spending their time with the salespeople
who deserve the attention and time … those who are motivated,
are committed and have the right attitude. If you find out that
a person doesn’t have these things right up front, you can move
quickly on to the next person.
When it comes to existing salespeople, I like to use RxSales to
better prepare sales managers as their coaches. Additionally,
the ROI on sales development programs improves because now it is
focused training on the areas that are weakest.
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