Improve the performance of your sales teams
Experience has revealed significant correlations between sales of specific products and drives that achieve most success. A company marketing a relatively simple product (such as insurance) will probably achieve best results with an Orange-Blue sales approach. However, with a more complex product (such as a customized information system) preference will be given to and Orange-Yellow sales approach.
The relationship between a salesperson’s values, actual sales performance and assessment by their manager can be quite remarkable. On occasion salespersons are assessed in terms of the noise and fuss they make (a large number of sales visits and quotations) rather than on their actual performance. These salespersons have very similar value patterns. The following chart shows that this Orange-Red style salesperson makes a large number of visits, issues a large number of quotations (and, in so doing, imposes a burden on the back office), and scores some 60 hits a month. A colleague Orange-Blue style salesperson makes slightly fewer visits, issues many fewer quotations, but scores more hits.
The above examples have been distilled from a study investigating the relationships between drive profiles, sales results, and manager assessments.
