There are many factors that can affect sales performance. The most important for you to focus on—mostly because it is something over which you have a considerable amount of control—is the talent in your sales departments, and they level at which these teams as a whole and their individual members perform.
Executive Briefing – Why Smart Employees Underperform
Profiles International’s study, Why Smart Employees Underperform examines key factors in what causes employees to fail.
Sales Performance Overview
Sales requires a specific skillset, along with training and to some extent, a natural ability. Not everyone is cut out to be in sales, and not every salesperson is right for each type of sales position.
If you put someone in a sales position when that’s not something they have the skills and aptitude for, you are setting them up to fail. And if you have a natural-born salesperson but you don’t provide him or her with the resources, training and support they need to succeed, they will not perform as well as they could.
How This Affects Your Business
For most large enterprises, sales are the lifeblood of the operation. That’s generally what drives the profits and supports the overall operation. When sales are down, the company must reduce spending in other areas, perhaps even eliminating programs or putting new initiatives on hold. In serious cases, cutbacks may be necessary.
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Investing in the tools that will help your sales team succeed will benefit your entire operation. Profiles International has a number of tools and resources that can help your sales teams shine and meet or exceed your expectations.