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The power of STAR is in the data and insights that yield prescriptive guidance for senior and sales leadership wholly dedicated to managing performance. STAR eliminates bias and guesswork that accompany most sales management decisions pertaining to personnel - your number one asset. STAR gives you the exact code where to apply core skill development for each of your SEs so you and each individual can achieve maximum revenue productivity.
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STAR DashboardOverview: The main STAR dashboard reviews top line information about each reviewed SE. Relevant data including experience, revenue production, and compensation information is included to complement the STAR Skill Scores offering texture to analysis of SE competency.
Your Value: While you can obtain all data other than STAR Skill Scores, STAR's package makes it easy to assess the relationship between all of these data points when considering SE productivity and value. And, STAR helps calculate data correlations leading to invaluable revelations about SE productivity and potential. This Case Study: the company's average STAR Skill Score is 4.80 so those SEs with a higher score are posted in green, those with lower scores in red. Under Revenue Production and Compensation, green denotes current year equalling career highs. The client can now understand the big picture of performance according to each SE. |
STAR Skill RankerOverview: The STAR Skill Ranker ranks each SE per STAR Score (including comparisons against the highest possible grade and the average grade of the entire team). Here, seven randomly selected SEs from a recent customer engagement are featured against five of the nine measured core skills.
Your Value: From this perspective, insights reveal the core skills most challenging to the team as a whole, and specific core skill development needs per each SE. This Case Study: the sales team is underperforming in three core skills: "Prep./Time Mgmt.", "Prospecting", and "Product Aptitude" so the company now knows where to provide focused training. Additionally, "KS" ranks high overall (#6 in the co.), yet would obviously benefit with tailored coaching on "Prospecting" and "Product Aptitude" skills development. Also, STAR calculates how core skill scoring increases equate to revenue improvement. |
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STAR SE RankerOverview: Determining STAR Core Skill Scores for each SE creates performance segments that help SMs prioritize time and attention. In today's highly competitive economy, ranking individual SEs against core skills (and other data points) is a practice all organizations must do to maximize productivity with both sellers, and managers.
Your Value: Understanding individual development needs affords the best possible chance to focus SM time, address specific improvement issues, and make unbiased staffing decisions. This Case Study: Because of STAR's prescriptive insights, this company's SMs can now focus attention on developing and improving core skills amongst the 21 "mid performing" SEs. Also, STAR results prove the SMs should only spend targeted attention on its top six producers (they know how to perform). What the company decides regarding the bottom six SEs is based on numerous circumstances. |