Diagnose Your Sales Performance With This Simple Method

Sales influencer, Victor Antonio recently shared a fantastic resource that details how managers can properly diagnose the performance of their sales reps. If you’re not a manager, still keep reading. Any seller can take these measures to greatly improve the sales journey for customers and fatten that commission check.

Or, if it’s not going well… no more funny looks from your manager who’s pissed cause you missed quota two quarters in a row.

Get the breakdown 👇

Who Are Your Reps Talking to?

Find out who your reps are talking to and have them provide a fleshed-out profile. If they have no idea who they’re targeting then nothing else on this list is going to work. Once you receive this profile, we’re on to the playbook.

Do Your Sale Reps Have a [Refined] Playbook?

This is another way of finding out what your reps’ outreach program is like: 

• Who are they reaching out to i.e. VPs, C-suite execs, etc.

• How are they reaching out to them i.e. phone call, email, etc.

• How are the calls or emails being initiated?

• What is their cadence i.e. not only how are they reaching out but how frequently and in what order are they using the platforms to engage prospects?

Are Prospects Calling Back?

Super important. This is where the power of this process is evident. If prospects aren’t calling you back, you can assume something is wrong with either your target profile or your playbook. You could be going after the wrong people, or you’re not communicating your value in your playbook.

Do Your Reps Have a Solid Product IQ?

There is so much information available to prospects these days, that they need help making sense of it all.

That’s where salespeople come in.

Antonio believes that the salesperson is the true differentiator today. Because so many products are now similar, it’s up to the salesman or woman to clarify what it is they need and why. They can only do this if they possess product IQ.

Help them get there by:

• Testing reps on their product IQ

• Having them speak with the product team to get more familiar with what it is they’re selling

Are Your Reps Mentally Up to the Task?

If your reps aren’t mentally in the game, they’ll have a hard time even selling water to a thirsty man in the middle of the Sahara. And yes, the rep’s mental state can be up to the manager or the company.

Just think of situations where company policy or a faulty process could unintentionally interfere with the buying process and inadvertently cost a rep a chunk of their check.

Think of situations where reps don’t have a clear goal of what they’re trying to accomplish at your company and therefore fall off track. This will show in their performance.

You can help out by having healthy and productive 1:1s.

“I’m Not a Manager, and I Suck, and Don’t Know What to Do!”

If you’re not a manager and you’re reading this email, no prob. Simply change the perspective. Instead of saying “what are my reps doing about their playbook”?, ask yourself what can you do to refine your playbook.

Have you, the rep, developed a customer profile that can help to inform your outreach efforts?

Whether your manager is in your corner or not, your success is still up to you!

Sales Q&A

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