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Sales Forces
HORN provides a wide array of services
to sales forces including training for
front line salespeople and sales managers,
competencies and best practices research,
compensation design, deployment analysis,
and various services to support recruitment.
All of our work is in the context of
sales
force performance management.
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What is Sales Force Performance Management?
Sales force performance management
is an approach to running a sales force
that centers on precisely defined, high
leverage sales behaviors. Those behaviors
dictate hiring profiles. They also define
sales force tracking, compensation,
hiring, learning, and deployment strategies.
The overarching principle is that if
sales leaders know and manage towards
the high leverage behaviors, they can
optimize performance.
More specifically, our work involves:
- Defining the key leverage points
in the processes behind acquiring
and retaining customers and using
these to optimize the opportunities
within each customer account
- Devising efficient, user-friendly tracking
systems to measure performance against those leverage
points
- Extracting intelligence from the reports generated
by tracking systems
- Linking that intelligence to sales
force training and development initiatives,
deployment strategies, compensation, hiring methods,
performance review and recovery systems, and overall
marketplace strategies
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