How a "Sales Performance Dashboard" supports development of effective sales coaching strategies.

1. Driving to Better Sales Creating Confident Organizations Paul Dumouchelle Management Consultant 614-789-9222 [email_address]

2. Strategy Execution Alignment Creating Confident Organizations The Triangle of Confidence

4. Driving to Better Sales: Four Key Components Three Sales Skills Mastery One Actual Sales Performance Four Coaching for Sustained Excellence Two Matching People To Work Start Here MAXIMIZED SALES RESULTS

5. Driving to Better Sales Requires a Dashboard Dashboards provide critical information for a successful “drive.”

6. Three Elements Provide Coaching Direction Sales Performance Dashboard The Sales Performance Dashboard provides a summary of: A. Individual Sales Skills Level B. How individual personality matches the behavioral requirements of the job. C. Individual sales results (here shown in Units & Margin). This summary provides a ready reference for performance coaching purposes. Person Sales Skills Level Matching People to Work Actual Sales Open Investigate Present Confirm Position Volume Margin

7. Driving to Better Sales 1. Actual Sales Performance We Start with Actual Sales Performance because: A. This is our ultimate metric and establishing individual performance results is the foundation for all that follows. B. We validate our behavioral target with actual individual performance results. C. Individual performance results are the basis for performance coaching. For the purposes of this example we have two measures: i. Sales Volume ii. Profit Margin We also have three levels of performance, High/Mid/Low.

8. Actual Sales Performance Placed in the Dashboard Our Team Has Three Distinct Performance Levels Our three people are: A. “Top Performer” achieves stretch goals for BOTH Volume & Margin. B. “Muscle Closer” hits Volume goals but Margin could be better. C. “Question Mark” underperforms in both areas. Name Sales Skills Level Matching People to Work Sales Open Investigate Present Confirm Position Volume Margin Top Performer High High Muscle Closer High Mid Question Mark Low Low

9. Driving to Better Sales: 2. Matching People to Work The Matching People to Work process includes: A. Establishing a behavioral target for the “ideal” performer in the sales job. B. Validating our behavioral target with actual individual performance results. C. Identifying individuals’ behavior patterns with a personality assessment. D. Comparing the individual to the target. The Predictive Index ® system provides a proven process for matching people to work.

12. Matching People to Work Placed in the Dashboard We include both the PI & the PRO Understanding a person’s motivational drives compared to the target can identify opportunities for coaching, as well as identify the best way to coach them. Name Sales Skill Level PI PRO Sales Open Investigate Present Confirm Position Units Margin Top Performer High High Muscle Closer High Mid Question Mark Low Low

14. Sales Skill Mastery Placed in the Dashboard With all these pieces in place we can now “drive to better sales” by following the information in the dashboard to develop coaching plans for each individual. * Each Phase can be scored from 0 to 5. The Skill Assessment is the Final Piece of the Dashboard Name Sales Skill Assessment Tool Results* PI PRO Sales Open Investigate Present Confirm Position Total Units Margin Top Performer 5 3 3 5 5 84% High High Muscle Closer 1 1 3 5 3 56% High Mid Question Mark 4 2 5 4 1 64% Low Low

15. Skill Sales LEVERAGE (Remove Obstacles) Skill Sales KNOWLEDGE (Skills Development) Skill Sales EXECUTION (Knowing-Doing Gap) Skill Sales MUSCLE (Identifies Strength) Driving to Better Sales: 4. Coaching Sustained Excellence An initial coaching approach can be identified by analyzing the overall Sales Skill score with a summary of their current sales performance. In the following pages we then take this to the one-on-one level based on the individual’s PI.

19. Driving to Better Sales: Build a Dashboard to Guide Results Three Sales Skills Mastery One Actual Sales Performance Four Coaching for Sustained Excellence Two Matching People To Work Start Here MAXIMIZED SALES RESULTS