A Tactical Tool for Sales Managers

Purpose

Our assessments provide pages of data about a salesperson but how does a sales manager turn that information into actionable items?  Through Select Metrix's new Sales Development Plan.

The development plan is a sales manager's tool to use in coaching, motivating and growing their salespeople.  The plan provides specific topics in which to grade the salesperson based on first-hand observations.  The development plan becomes the blueprint for topic-specific, actionable items for the sales manager to use in developing and refining the salesperson's skills.

Highlights

Customization:  Each development plan is customized to the individual salesperson's strengths and weaknesses in regards to their assessed sales skills and aptitudes.  We stress to sales managers that first they need to negate the salesperson's weaknesses, but then they need to apply the most energy to developing the salesperson's natural strengths.  The development plan contains a grading sheet to track the salesperson's growth in all of these areas.

Click here to view page 2 of the Sales Development Plan

Communication:  The first page of the report is an adapted form of our selling style cheat sheet.  This page provides the sales manager with a quick reminder of the salesperson's style and how to effectively communicate in that style.  This information allows the sales manager to shape their communication while coaching the salesperson and properly motivating them to attain the stated goal.

Productivity:  The development plan includes a section on the salesperson's productivity - items such as organization, preparation and product/service knowledge.  This section provides the sales manager with an area to track routines and assign specific goals for the salesperson.  The development plan focuses on making the salesperson's sales day more efficient.

Review:  The development plan information becomes an integral part of any sales employee review process.  We also welcome the chance to review the employee's development with the sales manager and provide advanced development plans once the salesperson has mastered the topics covered in the initial development plan.

Order

Contact us directly to order a customized development plan today.

Please click here to view our Sales Development Plan FAQ page