STAR provides value for all involved with revenue generation
Executive leadership value:
Aligns senior leadership and sales management on revenue driving strategies and sales enablement needs.
Establishes company performance standards and metrics that guide management focus on seller productivity and development.
Assists with compensation calibration, cost-of-sales expense management, and staffing decisions.
Sales management value:
Guides the creation and design of specific skill development strategies for individual producers, and for the sales team as a whole.
Generates open, honest dialogue between sales managers and individual sellers on salient development issues, fostering goal alignment and employee fulfillment.
Creates individual seller skill strength grade (STAR Score™), providing prescriptive insights to skill development needs.
Sales executive value:
Provides specific and constructive feedback that guides and focuses sellers toward maximum productivity.
Strengthens relationship between seller and manager that empowers collaboration and motivation.
Creates specific skill development tactics and improvement that raises seller confidence and produces improved revenue generation activities.
“Over 81% of sales reps achieve their annual quota at companies that emphasize SPM (Sales Performance Management); lagging companies see only 25% of their reps achieve these quota goals.”
- Fred Shilmover, InsightSquared