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How A Performance Management System Helps Boost Sales

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Sales is a demanding task, one that demands intense, diligent effort, enthusiasm and well-established priorities to excel. One of the key reasons why performance management system is gaining traction in the modern sales environment is that inspiring staff to accomplish their targets can be a challenge for many leaders. Performance management systems are SaaS (Software as a Solution) frameworks that also operate with a CRM (Customer Relationship Management) system to help a team perform certain tasks.

Goals and Expectations

To ascertain that salespeople truly grasp what is required of them is the perfect way of ensuring that expectations are fulfilled. Until representatives start moving on them, priorities and objectives need to be accurately articulated, and performance management systems can assist in this.

Business Person
To motivate the work, accomplishing the set targets is required; contests will then be created.

Any company would benefit greatly from a performance monitoring scheme that involves scorecards. Scorecards help users break down the shared goals into achievable elements, such as concrete tasks that contribute to certain goals and explain individual representative and team advancement activities against established standards. To motivate the work, accomplishing the set targets is required; contests will then be created. Below are three sets of goals that any company should implement before starting to sell.

  • Individual goals:

As supervisors explicitly describe the behaviour that each employee must undertake, it will allow the representative to reflect on what matters personally. Individual goals must be focused on key indicators, which are actions that guide a member to an incident such as a near sale. Best performance management system encourages sales representatives to see their winning metrics within their scoring system set by their executives (or organisation) for each day.

For greater weekly, monthly and annual targets, this holds them on point. It is important to strive for the broader team and corporate objectives and keep representatives centred on the goals they need to make independently in order to remain effective.

  • Team goals:

Team goals can help raise the morale of the team and promote teamwork. Any rep gets praise when a team achieves its target, which is a spiritual booster and gives workers a sense of mission. Team objectives assume that everybody is striving for the same goals, meaning that reps are much more likely to support their peers.

Suppose a representative is failing to sell something that another representative is excellent at. In that case, team goals can enable the more successful representative to share their skills and work as a team. When members discuss team priorities, ensuring that others are mindful of their targets will also help representatives remain on track.

  • Company goals:

Company priorities may help facilitate the cooperation of people inside the organisation, much like group goals. A strong corporate purpose will help match the small day-to-day priorities with the enterprise’s purpose, vision and goals. Larger priorities help add direction and significance to the smaller objectives that are incorporated into them.

Opportunity for continual Improvement

Representatives respect and understand that their managers are investing in their careers. Spending for employees will help build a supportive culture and raise morale and help them work efficiently. Performance management systems make it easier to provide representatives with clear incentives for professional growth and learning.

Coaching

New research by CSO Insights found that 73% of quota accomplishment is shown by companies where sales representatives use the business approach and get regular guidance from their management. Another research found that managers are more competent in sales coaching and devote more time to train their teams than managers of mediocre and low-performing sales teams at strong sales organisations (organisations where more than 75% of their sales representatives meet sales targets).

In order to help managers regularly give guidance to their staff members, a strong success management system would include a coaching element. This feature helps managers display a scorecard of their staff members’ success towards their goals and fill out a pre-made coaching model immediately submitted for analysis to the employee. Sales coaching is a vital component of quota success, allowing managers from everywhere to support their squad.

Training

Proud Indian CEO Posing with Smiling Company Staff in Office
Representative Image.

Another part of skills development essential for representatives is training but should not be mistaken with coaching. By showing individual target accomplishment, a performance management system would make the successes and limitations of an employee clear, encouraging a manager to use that knowledge to determine whether particular training will have the best effect on the individual or team. Training is essential in developing a high-level understanding of the talents that representatives require to help them appreciate and excel in their place in their environment.

Onboarding

The duration required for a representative to be ramped up completely can be counterproductive to a rep’s performance. Representatives will be well qualified to perform their everyday duties, be effective in their place and are more willing to be kept by the organisation after a positive onboarding experience.

A performance management system helps managers set a rep to attain leading metrics, assignments, and objectives that will help them learn marketing skills and get acquainted with the job. Throughout the buildup process, the manager can see the rep’s success, and the rep can see just where they are in the big picture. This helps both parties be up-to-date on a rep’s onboarding schedule and make improvements where and when needed.

Why is performance management important?

Performance management will have a significant impact on business, regardless of the organisation’s sector or scale, since it can make or break individual performance and commitment. Companies enjoy the benefits if a company’s success is well-managed and workers work to their highest capacity.

Since performance management is about recognising and inspiring workers to succeed successfully, not only can a company attain optimum performance and hit greater levels, but employees will do the same while promoting the company’s broader goals. Employees will know precisely what is required of them in every organisation and within every job, which will ideally inspire them to strengthen their expertise and growth and achieve the results required.

Although some firms feel it is appropriate to check in on an individual once or twice a year during a performance assessment, those employing performance improvement systems are expected to produce greater outcomes. They can quickly solve what is not working and double-down on what is. Instead of rushing to accomplish targets until evaluations come around, workers will benefit from a constant drive to meet their goals and improve. Performance assessment is generally about assessing and maximising the employee’s commitment to the organisation and can never be ignored.

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An ambassador and trained facilitator under Eco Femme (a social enterprise working towards menstrual health in south India), Sanjina is also an active member of the MHM Collective- India and Menstrual Health Alliance- India. She has conducted Menstrual Health sessions in multiple government schools adopted by Rotary District 3240 as part of their WinS project in rural Bengal. She has also delivered training of trainers on SRHR, gender, sexuality and Menstruation for Tomorrow’s Foundation, Vikramshila Education Resource Society, Nirdhan trust and Micro Finance, Tollygunj Women In Need, Paint It Red in Kolkata.

Now as an MH Fellow with YKA, she’s expanding her impressive scope of work further by launching a campaign to facilitate the process of ensuring better menstrual health and SRH services for women residing in correctional homes in West Bengal. The campaign will entail an independent study to take stalk of the present conditions of MHM in correctional homes across the state and use its findings to build public support and political will to take the necessary action.

Saurabh has been associated with YKA as a user and has consistently been writing on the issue MHM and its intersectionality with other issues in the society. Now as an MHM Fellow with YKA, he’s launched the Right to Period campaign, which aims to ensure proper execution of MHM guidelines in Delhi’s schools.

The long-term aim of the campaign is to develop an open culture where menstruation is not treated as a taboo. The campaign also seeks to hold the schools accountable for their responsibilities as an important component in the implementation of MHM policies by making adequate sanitation infrastructure and knowledge of MHM available in school premises.

Read more about his campaign.

Harshita is a psychologist and works to support people with mental health issues, particularly adolescents who are survivors of violence. Associated with the Azadi Foundation in UP, Harshita became an MHM Fellow with YKA, with the aim of promoting better menstrual health.

Her campaign #MeriMarzi aims to promote menstrual health and wellness, hygiene and facilities for female sex workers in UP. She says, “Knowledge about natural body processes is a very basic human right. And for individuals whose occupation is providing sexual services, it becomes even more important.”

Meri Marzi aims to ensure sensitised, non-discriminatory health workers for the needs of female sex workers in the Suraksha Clinics under the UPSACS (Uttar Pradesh State AIDS Control Society) program by creating more dialogues and garnering public support for the cause of sex workers’ menstrual rights. The campaign will also ensure interventions with sex workers to clear misconceptions around overall hygiene management to ensure that results flow both ways.

Read more about her campaign.

MH Fellow Sabna comes with significant experience working with a range of development issues. A co-founder of Project Sakhi Saheli, which aims to combat period poverty and break menstrual taboos, Sabna has, in the past, worked on the issue of menstruation in urban slums of Delhi with women and adolescent girls. She and her team also released MenstraBook, with menstrastories and organised Menstra Tlk in the Delhi School of Social Work to create more conversations on menstruation.

With YKA MHM Fellow Vineet, Sabna launched Menstratalk, a campaign that aims to put an end to period poverty and smash menstrual taboos in society. As a start, the campaign aims to begin conversations on menstrual health with five hundred adolescents and youth in Delhi through offline platforms, and through this community mobilise support to create Period Friendly Institutions out of educational institutes in the city.

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A student from Delhi School of Social work, Vineet is a part of Project Sakhi Saheli, an initiative by the students of Delhi school of Social Work to create awareness on Menstrual Health and combat Period Poverty. Along with MHM Action Fellow Sabna, Vineet launched Menstratalk, a campaign that aims to put an end to period poverty and smash menstrual taboos in society.

As a start, the campaign aims to begin conversations on menstrual health with five hundred adolescents and youth in Delhi through offline platforms, and through this community mobilise support to create Period Friendly Institutions out of educational institutes in the city.

Find out more about the campaign here.

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A psychologist and co-founder of a mental health NGO called Customize Cognition, Ritika forayed into the space of menstrual health and hygiene, sexual and reproductive healthcare and rights and gender equality as an MHM Fellow with YKA. She says, “The experience of working on MHM/SRHR and gender equality has been an enriching and eye-opening experience. I have learned what’s beneath the surface of the issue, be it awareness, lack of resources or disregard for trans men, who also menstruate.”

The Transmen-ses campaign aims to tackle the issue of silence and disregard for trans men’s menstruation needs, by mobilising gender sensitive health professionals and gender neutral restrooms in Lucknow.

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A Computer Science engineer by education, Nitisha started her career in the corporate sector, before realising she wanted to work in the development and social justice space. Since then, she has worked with Teach For India and Care India and is from the founding batch of Indian School of Development Management (ISDM), a one of its kind organisation creating leaders for the development sector through its experiential learning post graduate program.

As a Youth Ki Awaaz Menstrual Health Fellow, Nitisha has started Let’s Talk Period, a campaign to mobilise young people to switch to sustainable period products. She says, “80 lakh women in Delhi use non-biodegradable sanitary products, generate 3000 tonnes of menstrual waste, that takes 500-800 years to decompose; which in turn contributes to the health issues of all menstruators, increased burden of waste management on the city and harmful living environment for all citizens.

Let’s Talk Period aims to change this by

Find out more about her campaign here.

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A former Assistant Secretary with the Ministry of Women and Child Development in West Bengal for three months, Lakshmi Bhavya has been championing the cause of menstrual hygiene in her district. By associating herself with the Lalana Campaign, a holistic menstrual hygiene awareness campaign which is conducted by the Anahat NGO, Lakshmi has been slowly breaking taboos when it comes to periods and menstrual hygiene.

A Gender Rights Activist working with the tribal and marginalized communities in india, Srilekha is a PhD scholar working on understanding body and sexuality among tribal girls, to fill the gaps in research around indigenous women and their stories. Srilekha has worked extensively at the grassroots level with community based organisations, through several advocacy initiatives around Gender, Mental Health, Menstrual Hygiene and Sexual and Reproductive Health Rights (SRHR) for the indigenous in Jharkhand, over the last 6 years.

Srilekha has also contributed to sustainable livelihood projects and legal aid programs for survivors of sex trafficking. She has been conducting research based programs on maternal health, mental health, gender based violence, sex and sexuality. Her interest lies in conducting workshops for young people on life skills, feminism, gender and sexuality, trauma, resilience and interpersonal relationships.

A Guwahati-based college student pursuing her Masters in Tata Institute of Social Sciences, Bidisha started the #BleedwithDignity campaign on the technology platform Change.org, demanding that the Government of Assam install
biodegradable sanitary pad vending machines in all government schools across the state. Her petition on Change.org has already gathered support from over 90000 people and continues to grow.

Bidisha was selected in Change.org’s flagship program ‘She Creates Change’ having run successful online advocacy
campaigns, which were widely recognised. Through the #BleedwithDignity campaign; she organised and celebrated World Menstrual Hygiene Day, 2019 in Guwahati, Assam by hosting a wall mural by collaborating with local organisations. The initiative was widely covered by national and local media, and the mural was later inaugurated by the event’s chief guest Commissioner of Guwahati Municipal Corporation (GMC) Debeswar Malakar, IAS.

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