When overseeing sales performance management, managers often focus on their employees' quotas. While these quotas suggest what employees are capable of, they do not give a comprehensive picture of workers' potential.
Rather than simply use quotas to quantify employee performance, employers should implement a performance management approach that seeks to unlock the full potential of all their salespeople. A recent Gallup poll revealed companies maximize only 5 percent of their employees. These workers who are the top performers exhibit three significant characteristics that allow them to work at their best: having an employment history of 10 years or more at the same company, being engaged on the job and working at a position that lets them use their natural abilities.
With these characteristics in mind, employers could follow these tips to optimize employee performance:
Match employees' positions to skills and experience When employees know they are working a job that is a great fit for their past history and skills, they are more likely to be engaged with the job. Employers should match their employees to jobs that they feel comfortable doing and excel at the most, according to Gallup.
"Gallup's research shows that employees are most likely to be engaged – and stay with their companies – when they report that their managers understand them and give them the chance to do what they do best every day," Gallup said in the report. "Managers can help employees find ways to do more of what they're good at."
Train and educate employees for career success Employees expect more out of their employers, especially when it comes to training and skill development opportunities. People who are good at their jobs frequently want to build on their existing abilities, according to Business 2 Community. They want to learn more sales techniques, technology and software and other innovative tools in the industry.
"Naturally curious, persistent types not only see learning as a way to reach their goals more quickly, but see self-development as a way of life," Business 2 Community stated. "For them, learning and continual growth do not end at a certain age or stage of life but are the essence of life itself, and therefore never ending."
Employers should ask employees what skills or sales techniques they want to enhance and provide them with corporate resources that will achieve this to increase employee engagement.