How To Get The Best From Your Sales Team

Sales Manager Helping His Team

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.

Happy selling!


Sean McPheat
Managing Director
MTD Sales Training

Telephone: 0800 849 6732

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Sean McPheat

Hi! I'm the founder and Managing Director of MTD Sales Training - we offer sales training solutions for companies both large and small. I'm blessed to work with 25 of the most talented trainers in the UK....well, I did recruit them! 😉 Today, we've delivered training in over 23 countries to over 3,500 different organisations and 100,000 staff. Our clients include Xerox, Friends Provident, Starbucks, Taylor Wimpey, CISCO, Allianz and Lloyds TSB to name but a few.

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One thought on “How To Get The Best From Your Sales Team”

  1. Sean,

    mathematically your equation works as long that there is interference. If interference goes to zero. Divison by zero is a mathematical no no! Try it with a computer, you will get a message such as “illegal operation”.

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