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The Performance Prism

Upgrading sales skills is as necessary as ever, but it is no longer enough. The Performance Prism separates the enlightened sales organization into its primary components.

The Performance PrismUpgrading sales skills is as necessary as ever, but it is no longer enough.  As a prism separates light its primary colors, the Performance Prism separates the enlightened sales organization into its primary components.  Recognizing the value of each component, we work closely with top management to align and coordinate every element of your sales structure and strategy.
 

Goals & Values

Your organization’s goals and values provide focus, power, and direction.  When they are weak or vague, so are your sales efforts. Goals and values need to be clarified, communicated, and propagated
if they are to fulfill their purpose in driving corporate performance.

Structure & Process

The lone-wolf sales model is the last vestige a medieval craft-based economy where each person worked independently on every project from start to finish. Today’s businesses are dramatically more productive because they use division-of-labor to create teams of specialists.

Metrics & Accountability

Measurement is the feedback loop that allows the entire system—the people and the processes—to be accountable for performance. Selecting the right metrics for your sales dashboard is a critical strategic decision, because what you measure determines what you get.

Talent & Skill

Managers who have an understanding of each sales person’s unique talents can set behavioral expectations that will motivate and maximize their individual sales performance. When the talent fit is right, sales performance and ROI on training is increased to levels not previously seen.