When defining the tasks and objectives of a seller, it is important to be clear about what you expect. However, what should your sales performance standards look like? Below is an example (at a high level) of a Sales Performance Standard.
- Maintain a high level of customer satisfaction with each of our customers.
- Maintain a professional attitude consistent with what would be expected of a professional salesperson
- Sell the quantity in your territory as agreed with the VP of Business Development or your sales manager.
- Properly qualify prospects Actively seek out all opportunities within your sales territory to maximize sales revenue potential for your entire territory.
- Provide estimates for all product lines on a monthly basis.
- Provide 3 times the number of estimates for each product line. X = the installment number for each product line on a monthly basis.
- Learn how to use enterprise CRM for all sales processes including: contact management, lead management, opportunity management, closed deals, and historical data review, etc.
- Track, maintain and update your leads, contacts and opportunities using the CRM.
- Properly qualify and identify potential leads in your region and convert them into estimates and deals.
- Actively grow your contact database by collecting all contact information as indicated in the CRM. This includes: name, address, telephone, email address and any additional information that may be used for commercial or marketing purposes.
- Demonstrate professional sales and negotiation skills in all engagements.
- Be able to present and demonstrate all product lines according to your sales plan.
- Demonstrate a high level of expertise for each product line you sell.
- Develop industry relationships with influencers in your sales geographies.
- Attend all meetings and sales functions.
- Follow-up of leads generated by the company.
- Use all company resources to your maximum benefit to achieve these goals.
With these suggestions, develop your own standards. If you are a sales person, you can even do this. As you go through the exercise of creating what you think your company should expect of you, you may be surprised at what you learn. Happy sale!