Sales activity planning – tools
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!
Personal Motivation Questionnaire
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 recruitment tool is to identify the motivators for each candidate to assess if their profile aligns with the role and if their is a good fit with the team. Quantum's profiling tool enables this via a questionnaire that delivers the candidate profile on an easy to interpret graph.
When it comes to assessing pipeline probability, there is much confusion between the likelihood of a piece of business converting and the stage in the sales process. Completing a first visit is not an indicator of 20% likelihood (for example) any more than a visit later in the sales process necessarily equates to 80% likelihood. Driven by the ‘Win-Win’ score, the ‘Yerjej Box’ creates a matrix of these two factors and gives practical guidelines on appropriate actions in each quadrant.
Personal Development Plans
Post hire, new recruits are usually very highly motivated to get on with the job and to be successful. This motivation can quickly dwindle if there is not an effective on-boarding process. To ensure that new recruits are on-boarded effectively we introduce our Personal Development Plans at an early stage. This tool profiles the knowledge and skills required to do the job and through consultation with their sales manager, the new recruit agrees the gaps and a detailed plan is put in place to develop the required knowledge and skills.
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