Sales management – tools
It’s a popular myth that salespeople are only motivated by money. In a long running Quantum survey, financial motives comes third from the bottom in a list of seven motivational drivers! A key sales management task is to identify the motivators for each team member and to manage them accordingly. Quantum’s profiling tools enables this via a questionnaire that takes about 15 minutes to complete.
Win-Win is a weighted mechanism constructed specifically for your business environment, which provides an accurate fix on how likely it is that your salesperson will win a piece of business.
Central to any sales manager’s job is the ability to select and recruit new team members effectively. Too often, mistakes are make resulting in a dip in sales performance and team morale. The adage is: ‘recruit slow and fire fast’ and the KASH tool ensures that the required amount of rigour is put into the profiling of the required person for the job. KASH is an acronym forKnowledge, Attitude, Skill and Habits. It’s the Attitudes and Habits that often catch sales managers out!
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