Sales Performance Management: Setting Goals and Driving Results
About This Course
Sales Performance Management: Setting Goals and Driving Results offers a thorough exploration of frameworks and practices essential for driving sales excellence in organisations. This course equips you with practical tools to implement performance management systems that align with business objectives and motivate sales teams.
You'll learn to develop meaningful key performance indicators that balance quantitative targets with qualitative measures of success. Through collaborative approaches, you'll discover how to create performance frameworks that resonate with both teams and individual sales professionals across hierarchical structures.
The course covers essential statistical techniques for analysing sales data, enabling you to evaluate programme effectiveness and identify improvement opportunities. You'll gain skills in creating impactful communication materials based on organisational competency frameworks and delivering persuasive presentations.
Implementation strategies form a key component, with focus on stakeholder engagement and change management principles. You'll develop expertise in communicating performance expectations effectively while addressing resistance during programme rollout.
By examining the relationship between performance management and business outcomes, you'll learn to demonstrate programme value to leadership. The course culminates with techniques for continuous programme refinement using systematic feedback collection and data-driven insights to ensure your performance management systems evolve with business requirements.
What You'll Learn
You'll explore statistical techniques for analysing sales data and learn to conduct comprehensive programme evaluations. The course covers essential KPIs for sales contexts, teaching you to customise metrics for specific roles and validate them before implementation.
The programme teaches implementation strategies that minimise disruption while establishing support structures for adoption. You'll learn to analyse relationships between performance management and business outcomes, demonstrating programme value to leadership.
Finally, you'll establish systematic feedback collection methods to drive continuous improvement of performance management programmes.
Learning Outcomes:
LO1: Implement organisational performance management frameworks for sales contexts, producing a collaborative KPI identification plan for teams and individual sales professionals.
LO2: Analyse sales performance data using statistical techniques to evaluate the effectiveness of Sales Performance Management programmes, creating a comprehensive evaluation report.
LO3: Develop best-practice key performance indicators for sales contexts, presenting research findings on effective KPI application and customisation.
LO4: Create effective communication materials for KPI guidelines based on organisational competency frameworks, delivering a presentation to sales managers.
LO5: Implement a sales performance management programme with appropriate communication strategies, producing an implementation plan with stakeholder communication materials.
LO6: Evaluate the relationship between performance management and business outcomes, developing a programme refinement proposal based on stakeholder feedback and analysis.
Entry Requirements
• 21 years and above
• At least one month work experience in a sales capacity
• Speak, write, listen and read English at a proficiency level not lower than the Workplace Literacy (WPL) Level 6, and at a Workplace Numeracy Level 5
• At least a diploma or equivalent