The number one area of focus for sales leaders is improving performance management, according to STAR Results’ global 2015 STAR Sales Manager Survey. Nearly half of sales reps did not achieve quota over the past few years. The challenge and opportunity for sales leaders is to ensure that their managers can impact performance and that their front lines will follow. These two imperatives are key to developing a sales culture designed to succeed.
The Sales Performance Summit on April 6, 2015 at the Rotman School of Management will not offer sales training or promote specific sales methodologies. What it will do is offer proven ways for sales leaders to positively impact performance regardless of methodology. The reason most reps struggle is not that they can’t ‘SPIN’ or ‘Challenge’, but that they aren’t aligned with a performance-driven culture.
The summit will focus on performance improvement for better results and sustainable competitive advantage by unpacking five key strategic issues:
- The importance of performance management throughout the organization
- The role of metrics and data in driving performance
- Proven approaches to extend the performance culture in every sales call
- Recruiting top performing salespeople
- The benefits of developing sales coaches instead of line managers
Performance is no longer an individual measure. It is a mission critical strategy. The STAR Results survey found that in the new sales reality, characterized by increasingly knowledgeable and discriminating buyers, performance and performance management are the burning issues for sales leaders around the world.
As a COPA member you can take advantage of a 10% discount by using the code COPASPS when you register for the Sales Performance Summit – Register now!
Visit the event page at www.copa.ca/event/sales-performance-summit-toronto-2015