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Introduction:
As a Regional Manager for a mid sized Sales Force spread over
2,000 miles of geography, I developed a simple way of describing
the Accountability and Role of each person on 2 pages... Sales,
Support, Admin etc., so that when we met they:
q
Knew their Accountability
q
Were clear clear on their Roles.
Later this simple process and toolset became a single
tool for:
q
Defining a Job for a new person
q
Helping to recruit the right person
for the Job
q
Diagnosing weaknesses and subsequent
Coaching & Training
q
Performance Appraisal, either formal
or informal.
As a bye product, the process also helped individuals
have better focus on the important things that they need to do.
So today, we have 2 x 2 page Proformas (in electronic
format):
q One for Individual Contributors,
eg: Sales Professionals of different types
q
Another for Managers with responsibility
for the performance of others.
Individual
Contributor Proforma
for Sales
- Accountability; For Sales this is normally their main $ Target
or Goal
- Their Sales Plan that should show what the individual needs
to do to attain their main $ Goal
- Key Activities that need to be performed often and well to attain
the Goal
- The Key Skills needed to perform the above Activities well
- Key Knowledge that is needed to perform the above Activities
well
- The Key Personal & Professonal Traits needed to want to
perform the above Activities
PERFORMAX
Tool: The above is based on our
PSC or Personal Success Checklist
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Proforma for Managers with responsibility for Performance of
other Sales People or Managers
(eg: Sales Managers, VP Sales)
- Accountability; For Sales Managers and VPs this is normally their
main $ Target or Goa(s)l
- Their Sales Plan that should show what their Team and the individual
needs to do to attain their main $ Goal(s)
- Key Management Activities that need to be performed often and
well to attain the Goal
- Key Management Skills needed to perform the above Activities well
- Key Knowledge that is needed to perform the above Activities well
- The Key Personal & Professonal Traits needed to want to perform
the above Management Activities
PERFORMAX Tool: The above is based
on our PSC or Personal Success Checklist
Individual Contributor Proforma
for Support
- Accountability; For PreSales Support this is normally a main $
Target or Goal for the team they support
- Their Plan that should show what the individual needs to do to
attain their main $ Goal
- Key Activities that need to be performed often and well to attain
the Goal
- The Key Skills needed to perform the above Activities well
- Key Knowledge that is needed to perform the above Activities well
- The Key Personal & Professonal Traits needed to want to perform
the above Activities
PERFORMAX Tool: The above is based
on our PSC or Personal Success Checklist
Proforma for Managers with responsibility for
Performance of other Support People or Support Managers
(eg: SE Managers, VP Support)
- Accountability; For Support Managers and VPs this is normally
the $ Target or Goal(s) of the Sales Team
- Their Plan that should show what their Team and the individual
needs to do to attain their main $ Goal(s)
- Key Management Activities that need to be performed often and
well to attain the Goal
- Key Management Skills needed to perform the above Activities well
- Key Knowledge that is needed to perform the above Activities well
- The Key Personal & Professonal Traits needed to want to perform
the above Management Activities
PERFORMAX Tool: The above is based
on our PSC or Personal Success Checklist
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