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Sales performance management |
One-time appraisal |
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Utilize STAR as a formal performance management protocol every quarter to initiate positive conversations around goal setting and skill development initiatives. In this manner, both sales manager (SM) and sales executive (SE) participate in the STAR process.
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Use STAR as a one-time appraisal for seller performance insight. In this manner, SMs will assess each seller using the proprietary STAR survey process. Individual SEs will not be aware of STAR, nor need to be involved in any way.
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Tactics
Regardless of which STAR option is activated - a one-time appraisal or as a sales performance management tool...
1. An email is sent to your SMs describing the STAR program and initiating their participation.
2. An orientation meeting is scheduled between Michael and your SMs where the program - and SM responsibilities - are explained in detail.
3. A link to the survey is sent to the SMs for their work to begin reviewing each individual on his/her team. SMs are afforded ten business days to complete his/her reviews. The same amount of time is afforded to the SEs when STAR is contracted as a performance management protocol.
4. Michael confers with your senior company management to review the appraisal and make sure custom areas are correct, and macro data is obtained (e.g. company and individual revenue numbers, seller compensation data, company annual growth rate) for use in the dashboard that is delivered to constituents.
1. An email is sent to your SMs describing the STAR program and initiating their participation.
2. An orientation meeting is scheduled between Michael and your SMs where the program - and SM responsibilities - are explained in detail.
3. A link to the survey is sent to the SMs for their work to begin reviewing each individual on his/her team. SMs are afforded ten business days to complete his/her reviews. The same amount of time is afforded to the SEs when STAR is contracted as a performance management protocol.
4. Michael confers with your senior company management to review the appraisal and make sure custom areas are correct, and macro data is obtained (e.g. company and individual revenue numbers, seller compensation data, company annual growth rate) for use in the dashboard that is delivered to constituents.
“Success comes from knowing that you did your best to become the best that you capable of being."
- John Wooden
Delivery and timeline
STAR results and recommendations are smartly packaged and delivered approximately three to four weeks after the completion of the final appraisal by the SMs (and SEs, if applicable). A meeting is scheduled between Michael and company constituents to discuss STAR insights and to ensure a total and complete understanding of STAR methods, results, insights, and prescriptive actions are understood.
When STAR is purchased as a performance management protocol, clients receive on-going instruction and materials that guide the management of the STAR protocol throughout the quarter.
When STAR is purchased as a performance management protocol, clients receive on-going instruction and materials that guide the management of the STAR protocol throughout the quarter.