Written by Sean McPheat |
25 March, 2010
Getting the best out of your Sales Team…
Managing Performance for many sales managers is the holy grail – how exactly do you get a disparate group of team members working effectively together to achieve common goals and still keep them motivated?
One area we are always trying to improve is the way people perform on the job, and it is vital that we understand the elements that make up an individual’s performance so we can influence them and, ideally, set some parameters for them to work around.
That is where the Performance Equation comes in, and its applicability is so generic, it can be discussed and utilised in virtually any industry and with any individual.
The Equation is: Performance = (K plus S) divided by I multiplied by A
The Performance Equation states there are four elements that are common to all human performance:
Knowledge (K) and Skills (S) – The Ability to Perform
To achieve high performance, individuals must know how to do the job (their knowledge) and be able to do the job (their skills). The gaining of knowledge and skills creates the ability for individuals, teams, and organizations to perform to an acceptable and, consequently, higher level.
Interference (I) – The Opportunity to Perform
To achieve high performance, people must have the opportunity to use their ability to perform. Interference amounts to those aspects of a business’s infrastructure and culture that hinder the use of ability. A training program to develop teamwork, for example, may be useless if an aggressive culture and negative attitudes exist within the team, as participants learn that, “This is not the way we do things around here!”
Attitude (A) – The Willingness to Perform
To achieve high performance, people must be willing to use their knowledge and skills and willing to overcome the Interference that will block their performance. Attitudes, the fourth element of performance, determine if people are willing to use their existing abilities, are willing to develop new abilities, and are willing to overcome the interference to their performance. As Henry Ford said, “If you think you can, or you think you can’t, you’re right!” So, individual attitudes are a basic element of all human performance.
The relationship between the elements of performance has a tremendous effect on results. When ability and willingness are met with opportunity, dramatic and sustainable performance can be achieved.
Think about how you perform as a sales manager. Do you know the knowledge and skills your people need to achieve their goal? Have you worked on the interferences that exist within your team, so that you achieve your goals without having to force change on the team? Do you have the attitude that sets the example of what you are looking for?
The performance equation will help you achieve the department goals because it sets your people up for success.
MTD Sales Training
Telephone: 0800 849 6732