This is a version of my "Aligning Performance Levers" presentation, delivered at the 2011 Profiles International Client Summit in Dallas TX on 09/16/11. See http://slidesh.re/PerfLevers082011 for the standard presentation.
Aligning Sales Performance Levers - Profiles Intl Version 091611
1. 2011 CLIENT SUMMIT
Building Organizations with Strategic Sustainability
Aligning Performance Levers
For Breakthrough Sales Results
Mike Kunkle
September 16, 2011
2. Performance Levers
The Plan
Agenda
Overview:
– Background, Definition, Six-Project Approach, Why It’s Worth the Effort
Walk-through of the Six Projects
Case Example
Appendix: Helpful Resources
“Everybody's got plans... until they get hit.” Mike Tyson 2
3. Performance Levers
Overview | Definition
A sad but true tale
“Karen, we need sales training!”
Karen reviews sales training.
3
4. Performance Levers
Overview | Definition
A sad but true tale
Karen selects sales training.
Note: Miller Heiman is a fine company. This is an example. It is not meant
as an endorsement nor a condemnation.
4
7. Performance Levers
Overview | Definition
A sad but true tale A Xerox
According to a Sales Performance International study, most sales professionals forget at least study
“Karen, what happened!?”
50% of what they learned in training programs in less than five weeks. For over 44% of 6,000
showed
sales professionals surveyed, they forget in less than one month. Further, salespeople only
remember 16% of content from sales training workshops after only 90 days. that 87% of
the
knowledge
According to ES Research Group, 85% of learned in
sales training results in no long-term sales
training is
impact in performance. lost within
12 weeks.
A study at Columbia University found that
up to 95% of what is taught in training
programs is wasted through a failure to Something has to change!
transfer learning to the workplace.
7
8. Performance Levers
Overview | Definition
Performance
An alternative Lever Alignment
Performer Organization
Analysis
Function
Performance Sales & Sales
Lever Manager
Alignment Selection Position
The Six
Performance
Lever Projects Task
Sales & Sales Performance
Manager Lever
Training Identification
Real Sales
Best
Practices Performance
Capture
Improvement
8
9. Performance Levers
Overview | Definition
Performance Levers
Critical competencies, knowledge, skills, behaviors and conditions which
must be present for ethical, sustained high-performance to occur.
Conditions include other organizational elements such as compensation,
processes, policies, systems, technology, tools, culture, and more.
Examples: Appointment Setting
Competencies Knowledge Skill/Behaviors Conditions
Assertiveness How products work Tracking lead results Compensation
Attitude How to organize leads Setting appointments Processes, Policies & Procedures
Energy Level How to set appointments Opening a sales call Systems, Technology & Tools
Verbal Skill How to use collateral Probing for needs Performance Management
Sociability Sales process stages Presenting solutions Reporting
Independence How to get answers Negotiating And more…
9
10. Performance Levers
Overview | Definition
Imagine an 8-cylinder engine, firing on all 8 cylinders.
1
8 2
7 3
6 4
5
10
12. Performance Levers
Overview | Definition
What if more than one system isn’t working well?
System 1
• Engine
System 2
• Drive Train
12
13. Performance Levers
Overview | Definition
How is this different in organizations?
System 1
Hiring System 2
Learning & Development
System 3
Compensation System 4
Sales Process
System 5
Coaching | Management
System #...
And more…
13
15. Performance Levers
Overview | Definition
Types of Levers It’s “Systems Thinking”
Organization (Company)
Organization
Function (Department)
Function
Position (Role / Job)
• Task (subset) Position
Task
Competencies Knowledge Skill/Behaviors Conditions
Assertiveness How products work Tracking lead results Compensation
Attitude How to organize leads Setting appointments Processes, Policies & Procedures
Energy Level How to set appointments Opening a sales call Systems, Technology & Tools
Verbal Skill How to use collateral Probing for needs Performance Management
Sociability Sales process stages Presenting solutions Reporting
Independence How to get answers Negotiating And more..
http://en.wikipedia.org/wiki/Systems_Thinking 15
16. Performance Levers O
F
Overview | Definition P
T
Sales Training + Levers = Sales Effectiveness
Sales Training Sales Effectiveness *
Is an important part of “sales effectiveness” Includes much more than training
Preceded by a training needs analysis Preceded by a performance gap analysis
Based on learning objectives Based on performance objectives
Improves workplace behaviors and
Improves knowledge, skills, or attitudes
outcomes
Requires instructional design and/or
Also requires performance consulting skills
training delivery skills
Output includes courses, curricula, training Output includes learning systems,
events (e-learning, self-directed, processes, policies, technology, systems,
classroom/instructor-led, field training) best practices and more
Tactical: Focused on who, what, why, how, Strategic: Focused on organizational
when & where alignment to support high performance
* Also referred to as Sales Force Effectiveness, Sales Enablement or Sales Performance Development
16
17. Performance Levers O
F
Overview | Definition P
T
Where to Start? I used to consider…
What can you control (or most strongly influence)?
Within that span:
– What is the easiest win? (low-hanging fruit)
– Where is the biggest gain? (most mileage)
– What is the biggest pain? (biggest problem solved)
All logical… but these days, to get started…
17
18. Performance Levers O
F
Overview | Definition P
T
…I Suggest This:
Get sourcing, selection, and promoting right:
Identify the right competencies by role (sales/mgt)
Selection Upgrade processes for sourcing and hiring employees
Upgrade processes for developing and promoting employees
Do a Position-level Performance Lever analysis:
Put strong focus here - on the Position levers
Position Identify Levers, capture Best Practices and upgrade learning systems
Get this right for frontline Sales & Sales Management Roles
Levers Align as many supporting organizational levers as you can
Show results
Then start “tying strings” (aligning) to other levers and functions
Pure training task analysis: Identify Levers, capture Best Practices and:
Task Conduct a great task analysis
Importance Difficulty Frequency
Levers Write the tasks into training
Gather importance, difficulty and frequency to make good training decisions
18
19. Performance Levers O
F
Overview | Definition P
T
Selection + Sales & Management Levers + Supporting Org Levers
Train the Sales
Select for the Position Levers
Competencies
Train the Sales
Management Levers
Territory Consultative What & How to Train
Competencies Sales Planning
Align Management Selling
Compensation How to Diagnose Levers
Account Technology & Pipeline Account
Selection Tool Use Management Development
How to Coach
Remove Policy & How to Manage
SOP Barriers Performance
Improve Internal Track Success
Service Metrics
Note: These are just examples and may not be right for your organization
19
20. Performance Levers O
F
Overview | Definition P
T
What are They in Your World? Start Thinking Now….
Varies by Role But What Should You Add / Subtract For Your Company?
Will Include… Document and discuss ideas with top producers & leaders
Competencies Agree on a hypothesis
Sourcing| Selection Perform the analysis | Conduct the research
Compensation Survey(s)
Reporting Interviews | Focus Groups
And May Include… Observation
Product Knowledge
Setting Goals & Objectives Your Performance Lever Mix
Lead Management
Technology | Tools
Account Selection
Consultative Selling Skills
Pipeline Management
Account Management
Account Development
Follow-up | Follow-through
Training | Coaching
Action Planning
…and more…
20
21. Performance Levers
Overview | Definition
High-Level Overview: DIY “How To”
Performer Analysis (Who To Study)
Sales & Sales Manager Selection (How to Select, Promote & Develop)
– Assessments, competencies, sourcing, interviewing, selection, tracking, validation
Performance Lever Identification (What Really Drives Performance)
– Interviews to create hypotheses for Performance Levers (sales reps & sales managers)
– Surveys to confirm / hone Performance Levers
Best Practices Capture (Details of Each Position/Task Lever)
– Interviews / focus groups / observation to gather Best Practices
(Re)Design Training for Sales & Sales Managers (Share the Knowledge)
– Learning systems: pre-work, training, post-work, reinforcement, measurement,
reporting
Align Other Levers (Support the Levers Every Way Possible)
– Measure, report, feedback, adjust, repeat
Which becomes….
21
22. Performance Levers .
.
.
Overview | Definition – The Six Projects .
.
.
The Six Performance Lever Projects
Performer
Analysis
Performer Analysis
Sales & Sales Manager Selection
Performance
Lever
Sales & Sales
Manager
Performance Lever Identification
Alignment Selection
Best Practices Capture
Sales & Sales Manager Training
Performance Lever Alignment
Sales & Sales Performance
Manager Lever
Training Identification
Best
Practices
Capture
22
23. Performance Levers
Overview – Why Go Through All This?
Just a few of the many reasons…
Better hiring | shorter-ramp up for new hires and promotions
Geometric growth for incumbents (vs. incremental)
Greater customer satisfaction & loyalty
Break out of “80/20 prison”
Improve “average” performance levels across the organization
Rewards and incentives that drive the right behavior
Systemic alignment fosters clarity and focus – people “feel better”
(reduced frustration and cognitive dissonance)
But most importantly, we do it for the bottom-line results…
23
24. Performance Levers
Overview – Why Go Through All This?
The Outcome | Bottom-line Results (Real Examples):
A $398MM sales revenue increase, a $9.96MM net profit increase and a
400% return on investment
Increased sales per rep by 47% through changes in territory management
and sales coaching
Increased sales results 600% over previous year while decreasing net
operating expenses by 21%
Improved average profitability per rep by 11% in 4 months
Improved processing efficiency (order pull-through) by 16% in 6 months.
Newly-hired and trained 4-month employees outperformed a control
group of untrained 5-year employees
Increased loans closed per FTE in the 3-month period after training by 2.3
per month (average revenue increase of $183K per class or $36.6MM in 12
months)
24
25. Thanks for Reading!
Next up: “DIY | How To” with The Six Projects
Mike Kunkle
http://www.linkedin.com/in/mikekunkle http://bit.ly/InviteMike-LinkedIn
mike_kunkle@mindspring.com
26. Performance Levers .
.
.
DIY | How To - The Six Projects .
.
.
The Six Performance Lever Projects
Performer
Analysis
Performer Analysis
Sales & Sales Manager Selection
Performance
Lever
Sales & Sales
Manager
Performance Lever Identification
Alignment Selection
Best Practices Capture
Sales & Sales Manager Training
Performance Lever Alignment
Sales & Sales Performance
Manager Lever
Training Identification
Best
Practices
Capture
26
27. Performance Levers .
.
.
DIY | How To - Performer Analysis .
.
.
The Six Performance Lever Projects
Performer
Analysis
Performer Analysis
Sales & Sales Manager Selection
Performance
Lever
Sales & Sales
Manager
Performance Lever Identification
Alignment Selection
Best Practices Capture
Sales & Sales Manager Training
Performance Lever Alignment
Sales & Sales Performance
Manager Lever
Training Identification
Best
Practices
Capture
27
28. Performance Levers .
.
.
DIY | How To - Performer Analysis .
.
.
Performer Analysis
Performer WHAT:
Analysis
Identify top, average & low producing sales
reps.
Performance Sales & Sales Identify top, average & low producing sales
Lever Manager
Alignment Selection managers.
HOW:
Analyze a year of sales data & create a
weighted scoring system across multiple
metrics/products.
Sales & Sales Performance Some discussion & surveys with managers.
Manager Lever
Training Identification
WHY:
Provides a mix of performers to study in various
Best
Practices ways, to determine true differentiating factors.
Capture
28
29. Performance Levers .
.
.
DIY | How To - Performer Analysis .
.
.
Example of Performer Categories n=
New = >30 days, <271 days
Top New Reps Often “top” includes tiers: 39
Top = In the Top Quartile of all metrics
4% | 10% | 15% | 25%
Seasoned = >365 days (many 5+ years)
Top Seasoned Reps 307
Top = In the Top Quartile of all metrics
Average Reps Selected randomly, between mean and median production 298
Low Producer Reps Selected randomly from the bottom 20% 348
Top SM Producers Top = In the Top Quartile of all metrics, personal production 15
Top SM Team
Top = Top Quartile all metrics, w/o SM results + survey of their Mgr 52
Managers
Top = In Top Producer group personally + Top Quartile all metrics w/o SM
Top SM Both 5
results + survey of their Mgr
Average SM (Team) Selected randomly, between mean and median production 79
Low Performing SM
Selected randomly from the bottom 20% 32
(Team)
29
30. Performance Levers .
.
.
DIY | How To - Performer Analysis .
.
.
Example of Sales Metrics
Metrics Quarterly Weighting *
Create a weighted scoring system…
# of Sales Med-High (2-3)
$ Volume Low (1)
Pull-Through Rate Med (1-2)
Avg # Sales/Day/Rep High (3-4)
Avg $ Vol/Day/Rep Med-High (2-3)
Cross-Sell Percent Med (1-2)
* Review the last 12 months & the last quarter. Weight the quarter more heavily. Blend the scores.
30
31. Performance Levers .
.
.
DIY | How To - Performer Analysis .
.
.
Example of Analysis – Sales Reps
Low
High
4th Quartile
Mean Avg. Sort Descending
Median Highlight 4th Quartile
Apply Weighting
Repeat & Total
31
32. Performance Levers .
.
.
DIY | How To - Performer Analysis .
.
.
Example of Analysis – Sales Reps
Low
High
4th Quartile
Mean Avg. Sort Descending
Median Highlight 4th Quartile
Apply Weighting
Repeat & Total
32
33. Performance Levers .
.
.
DIY | How To - Performer Analysis .
.
.
Example of Analysis – Sales Managers
Consider things like:
Avg Productivity
– Avg # and $/rep /time
Engagement: % of team
producing and/or goal %/rep
Total Team Sales: $ and #
Avg Time to 1st Sale (new reps)
Pipeline Stats & Pull-through %
Cross-sell Ratios or Penetration
Trend Indicators (actual # last
month, avg/month over 13
weeks, avg/month past year)
Survey Their Managers
– Remove the “luck” factor
– Remove “inherited territory”
– Remove “one great rep”
33
34. Performance Levers .
.
.
DIY | How To - Performer Analysis .
.
.
Partner with Smart People with SAS, SPSS, or Minitab *
to Crunch Data for Validity, as Needed
* Of course, learning research methodology and statistics is a viable option for the brave…
34
35. Performance Levers .
.
.
DIY | How To - Sales & Manager Selection .
.
.
The Six Performance Lever Projects
Performer
Analysis
Performer Analysis
Sales & Sales Manager Selection
Performance
Lever
Sales & Sales
Manager
Performance Lever Identification
Alignment Selection
Best Practices Capture
Sales & Sales Manager Training
Performance Lever Alignment
Sales & Sales Performance
Manager Lever
Training Identification
Best
Practices
Capture
35
36. Performance Levers .
.
.
DIY | How To - Sales & Manager Selection .
.
.
Sales & Sales Manager Selection
Performer
WHAT:
Analysis Psychometric assessments that measure
thinking styles, behavioral traits and interest.
Performance Sales & Sales
Lever Manager HOW:
Alignment Selection Online, using the PXT or PSA.
WHY:
The assessments will help you identify hiring
competencies.
You can identify statistically validated
Sales & Sales Performance
Manager Lever performance models that predict success,
Training Identification based on your top performers.
You can use the results to further develop &
Best coach your current leaders.
Practices
Capture You can better identify future leaders, who are
like your very best today.
36
37. Performance Levers .
.
.
DIY | How To - Sales & Manager Selection .
.
.
Methods
Competency Identification
Interview Methods
Other Checks
Psychometric Assessments
Job Matching
Blended Models
My Favorite?
Blended w/ Psychometric + Job Matching
Sources:
Professor Mike Smith, University of Manchester, August 1994
John E. Hunter and Ronda F. Hunter, Validity and Utility of Alternative Predictors of Job Performance, Psychological Bulletin, Vol. 96, No.1, 1984, p. 90
Robert P. Tett, Douglas N. Jackson, and Mitchell Rothstein, Personality Measures as Predictors of Job Performance: A Meta-Analytical Review,
Personnel Psychology, Winter 1991, p.703. Michigan State University’s School of Business. 37
38. Performance Levers .
.
.
DIY | How To - Sales & Manager Selection .
.
.
Psychometric Assessments
Thinking | Cognitive Factors
One-third of the
Behavioral Traits
Hiring Decision
Occupational Interests
Get it right:
Normative vs. Ipsative Exactly what PI
Focus on Predictive Validity Recommends
Use the same Performer Categories from your other Analysis
– Compare top | middle | bottom - look for differentiating factors
Hire, develop and promote based on those factors, as well as performance
data (whenever possible)
38
39. Performance Levers .
.
.
DIY | How To - Performance Lever Identification .
.
.
The Six Performance Lever Projects
Performer
Analysis
Performer Analysis
Sales & Sales Manager Selection
Performance
Lever
Sales & Sales
Manager
Performance Lever Identification
Alignment Selection
Best Practices Capture
Sales & Sales Manager Training
Other Performance Lever Alignment
Sales & Sales Performance
Manager Lever
Training Identification
Best
Practices
Capture
39
40. Performance Levers .
.
.
DIY | How To - Performance Lever Identification .
.
.
Performance Lever Identification
Performer WHAT:
Analysis
Identify the knowledge, skills, behaviors or
conditions that must exist for ethical, sustained,
Performance Sales & Sales high performance to occur.
Lever Manager
Alignment Selection Formulate hypotheses about what the levers
are for frontline sales and sales management
roles.
Confirm and validate the levers through
research.
Sales & Sales Performance HOW:
Manager Lever Through discussion, surveys, interviews, focus
Training Identification
groups, and observation of frontline sales reps
and their managers.
Best
Practices
Capture WHY:
This will confirm where to focus your efforts
capturing Best Practices, which provides
training content. 40
41. Performance Levers .
.
.
DIY | How To - Performance Lever Identification .
.
.
Formulating the Hypotheses
Start with some known practices
Talk with:
– Executives
– Other leaders
– Frontline sales reps
– Frontline sales managers
– Sales operations and support staff
– And possibly, customers
Label the big buckets and detail the tasks
Don’t get married – you’re just dating
Build the surveys to confirm the hypotheses
41
42. Performance Levers .
.
.
DIY | How To - Performance Lever Identification .
.
.
Identify the high-level
Survey Design Performance Levers (hypotheses)
Document the potential tasks for
the Performance Lever
Ask what you’ve missed
42
43. Performance Levers .
.
.
DIY | How To - Performance Lever Identification .
.
.
Survey Design
Clearly define Performance Lever
Define the role
Add instructions for
completing the survey
43
44. Performance Levers .
.
.
DIY | How To - Performance Lever Identification .
.
.
Survey Design
Rate the statement provided.
Using empathy statements to acknowledge a prospect’s situation/feelings
How much do you agree it’s a
Performance Lever?
If rated 1-2, next question.
If rated 3-5:
Importance & Difficulty
And in some cases:
Frequency: Actual & Should
In addition, you should ask what you missed, by Lever, and a handful of other
questions – such as normal demographics & Continue | Start | Stop. 44
45. Performance Levers .
.
.
DIY | How To - Performance Lever Identification .
.
.
Partner with Smart People with SAS, SPSS, or Minitab *
to Crunch Data for Validity, as Needed
Look Familiar?
* Of course, learning research methodology and statistics is STILL a viable option for the brave…
45
46. Performance Levers .
.
.
DIY | How To - Best Practices Capture .
.
.
The Six Performance Lever Projects
Performer
Analysis
Performer Analysis
Sales & Sales Manager Selection
Performance
Lever
Sales & Sales
Manager
Performance Lever Identification
Alignment Selection
Best Practices Capture
Sales & Sales Manager Training
Performance Lever Alignment
Sales & Sales Performance
Manager Lever
Training Identification
Best
Practices
Capture
46
47. Performance Levers .
.
.
DIY | How To - Best Practices Capture .
.
.
Best Practices Capture
Performer WHAT:
Analysis
Document the best practices and differentiating
behaviors of top performers, which can be
Performance Sales & Sales replicated and trained.
Lever Manager
Alignment Selection
HOW:
Through discussion, interviews, focus groups
and observation of the frontline sales reps and
managers identified during Performer Analysis.
Sales & Sales Performance WHY:
Manager Lever To share best practices broadly and (re)design
Training Identification
training around them.
Best
Practices
Capture
47
48. Performance Levers .
.
.
DIY | How To - Best Practices Capture .
.
.
Data Collection Methods
Interviews
– In-person, phone, webinar
Focus Groups Getting the Straight Scoop
– In-person, webinar What really happens “out there”
Account for the Hawthorne effect
Field Observation Trust and strict confidentiality
– 5-10 top performers Autonomy, mastery and purpose *
– 3 average
– 2 in ninth decile
– + More: pending time, resources & budget
* Thank you, Daniel Pink (author of Drive) 48
49. Performance Levers .
.
.
DIY | How To - Sales & Sales Manager Training .
.
.
The Six Performance Lever Projects
Performer
Analysis
Performer Analysis
Sales & Sales Manager Selection
Performance
Lever
Sales & Sales
Manager
Performance Lever Identification
Alignment Selection
Best Practices Capture
Sales & Sales Manager Training
Performance Lever Alignment
Sales & Sales Performance
Manager Lever
Training Identification
Best
Practices
Capture
49
50. Performance Levers .
.
.
DIY | How To - Sales & Sales Manager Training .
.
.
Sales & Sales Manager Training
Performer WHAT:
Analysis
(Re)design sales and sales management training
(learning systems) around your best practices.
Performance Sales & Sales Ensure that your training includes the right
Lever Manager
Alignment Selection content and produces ethical, sustainable, high
performance in the real world.
HOW:
Develop courses and implement learning and
transfer systems, incorporating what you’ve
Sales & Sales Performance learned in this research.
Manager Lever
Training Identification
WHY:
To improve training, further share best
Best
Practices practices, and improve work performance of
Capture frontline sales reps and sales managers.
50
51. Performance Levers .
.
.
DIY | How To - Sales & Sales Manager Training .
.
.
Sales Training is the Easy Part
Teach Position Performance Levers and Tasks!
Teach sales reps:
If new, yes, do onboarding and orientations, but then…
Focus on the major Performance Levers
Teach the Performance Lever Tasks
Create and share Performance Support
Share Knowledge but Focus on Behaviors & Skills
Build-in extensive Transfer Plans
Teach the Replicable Best Practices of Top Performers
51
52. Performance Levers .
.
.
DIY | How To - Sales & Sales Manager Training .
.
.
As You Develop Sales Manager Training, Remember…
Frontline Sales Management is the Pivotal Role!
Teach managers:
What you teach reps (in advance) and how to train them
How to diagnose and identify issues with Performance Levers
How to coach to improve levers (behavioral coaching)
How to develop motivational action plans (management science)
How to reinforce, reward, and manage performance
NOTE: It’s another lever, but reward managers for the above
Teach Them To Get Results Through Others
52
53. Performance Levers .
.
.
DIY | How To - Performance Lever Alignment .
.
.
The Six Performance Lever Projects
Performer
Analysis
Performer Analysis
Sales & Sales Manager Selection
Performance
Lever
Sales & Sales
Manager
Performance Lever Identification
Alignment Selection
Best Practices Capture
Sales & Sales Manager Training
Performance Lever Alignment
Sales & Sales Performance
Manager Lever
Training Identification
Best
Practices
Capture
53
54. Performance Levers .
.
.
DIY | How To - Performance Lever Alignment .
.
.
Performance Lever Alignment
Performer WHAT:
Analysis
Review policies, practices, processes,
procedures, systems, compensations, and other
Performance Sales & Sales organization factors.
Lever Manager
Alignment Selection
HOW:
By sharing study results with other
organizational leaders and discussing how you
can best support the Performance Levers and
Best Practices.
Sales & Sales Performance If you have an OD team, get them involved.
Manager Lever
Training Identification
WHY:
To align as many other organizational elements
Best
Practices
as possible to support the performance levers
Capture and best practices – to create an environment
which supports sales success as much as
possible.
54
55. Performance Levers .
.
.
DIY | How To - Performance Lever Alignment .
.
.
Recommended Initial Focus for Lever Alignment
Get sales compensation right – rely on experts, if needed
Get out of the “Sales Prevention Business”
– Ask frontline reps and managers, you’ll hear plenty to fix
Eliminate restrictive policies designed for situations that occur
once a quarter
Conduct a Force Field Analysis* with top sales performers and
sales managers – remove restraining forces first
* Thank you, Kurt Lewin, for Force Field Analysis 55
56. Thanks for Reading!
Next up: Case Example & Suggestions
Mike Kunkle
http://www.linkedin.com/in/mikekunkle http://bit.ly/InviteMike-LinkedIn
mike_kunkle@mindspring.com
57. Case Example
B2B Financial Services Company
Sales Performance Levers Applied to:
B2B Financial Services
Wholesale Mortgage Origination Channel
Low Base | High Commission
58. Case Example
B2B Financial Services Company
The Business Situation and Problems
Good growth rate – Wall Street darling
Original team was doing very well (top 20% delivering 80% of production)
New Hires struggling – annualized NH turnover was growing fast
Sales training was one week in a classroom, all lecture
There was no reinforcement, planned transfer or evaluation
Reporting was fragmented, hard to interpret, not actionable
The best of the new sales people were promoted into management, but…
No management training and managers each managed their own way
Coaching was rare
Performance management was, “You did X last month. You need to do Y next
month or you’ll be fired”
If you had industry sales experience, wanted the job, and could fog a mirror, the
job was yours
Few understood the complex compensation system.
58
59. Case Example
B2B Financial Services Company
Challenge from the President
The President told our Performance Development team:
“I believe in this group and what you were hired to do. But I
want to be clear. If you can’t deliver on your promises about
improving performance, you won’t be sitting at this table
this time next year.”
59
60. Case Example
B2B Financial Services Company
Performance Projects
Analysis of past and past results | current state | current results. (Point A)
Discussion with senior management on strategic direction, goals and performance
objectives. (Point B)
Analysis of traits, habits, skills and practices of carefully selected Top, Middle and
Low Performers…
Individual Interviews | Multiple Surveys | Focus Groups | Observations
“Hiring Right” project – what’s the “right stuff” for our roles? How do we hire,
develop and promote people effectively?
Process analysis and documentation review for possible Lean projects
Review of compensation and incentive programs and practices for sales
Review of sales management practices
Customer Interviews, Surveys, and Focus Groups
So, basically, we ran The Six Projects (and included customer feedback).
60
61. Case Example
B2B Financial Services Company
We Created a Performance-Enhancing System
Vetted the analysis, identified the levers and communicated everywhere
Created 3-week sales training curriculum for new hires (2 weeks remote + 1 week
in class) – taught all levers, changed behaviors in class & certified
All new managers went through the program and were certified
Taught incumbent managers separately and certified
Developed a coaching program for managers (and yes, certified)
Aligned comp, performance management and reporting/metrics
Started work on the supporting levers
Constant communication | monitoring with dashboard reports
Quick feedback loops, performance hotline, adjusted course as needed
Transitioned leaders to take ownership and accountability
Top-down, C-level support was critical.
61
62. Case Example
B2B Financial Services Company
Some Results
Reduced average ramp-up time to minimum acceptable performance for newly-
hired/trained reps from 6 months to 3
Increased average purchase from $156K to $167K
Reduced turnover from 44% to 28% (new hire one-year from 78% to 24%)
Increased size of “top producer” performers from 9% to 14%
Increased New Customer “Stick Rate” (stat not available)
Decreased “order” processing time by 16%
Improved order pull-through from 47% to 54%
But most importantly…
$398MM Increase in Revenue $9.9MM Increase in Net Profit 400% Training ROI
62
63. Case Example
B2B Financial Services Company
Real-World Tips & “Gotchas” From This Case
Analysis of traits, habits, skills and practices of carefully selected Top, Middle and
Low Performers
– Validate performer status closely: Especially rule out “inherited a great territory” and
other factors that mask “earned” top-producer status
Methods: Individual Interviews | Multiple Surveys | Focus Groups | Observations
– You must see what they’re doing!
Insert the Voice of the Customer – whenever possible: talk to them and listen!
Be ruthless on process reviews. Streamline!
Forget “sales experience.” Assess & Hire | Train & Develop
Listen most closely to the real top producers, those moving up steadily, and
superstar new hires who leap out of the gate
Agree on what success looks like, with executives, upfront, and how it will be
measured.
63
64. Thanks for Reading!
Next up: Helpful Resources
Mike Kunkle
http://www.linkedin.com/in/mikekunkle http://bit.ly/InviteMike-LinkedIn
mike_kunkle@mindspring.com
67. Performance Levers .
.
.
Helpful Resources .
.
.
Selection | Psychometric Assessments
For those interested in further exploring assessments, you’re at the right
place. Here are some non-partisan, educational resources:
http://www.uniformguidelines.com/index.html
http://wdr.doleta.gov/opr/FULLTEXT/99-testassess.pdf
http://www.shrm.org/about/foundation/research/Documents/assessmen
t_methods.pdf
http://rocket-hire.com
And the assessment company I obviously recommend:
http://www.profilesinternational.com
A Fun, True Story: I started in Feb 2011 at my current company. They didn’t just want me to
just “pick” Profiles, based on my past experience, without additional due diligence. So we
reviewed 8 vendors, ruled 5 out after an interview and review of methodology. We did 3
RFPs, 3 presentations, and a second presentation with the final 2 vendors. Our 5-person
committee unanimously selected Profiles International.
67
71. 2011 CLIENT SUMMIT
Building Organizations with Strategic Sustainability
Thanks for Reading!
Let’s get connected and share ideas.
Mike Kunkle
http://www.linkedin.com/in/mikekunkle http://bit.ly/InviteMike-LinkedIn
http://about.me/mike_kunkle
mike_kunkle@mindspring.com 214.494.9950
mike.kunkle@inspherehq.com 817.255.3213