T Owen Group

SALES PERFORMANCE MANAGEMENT

T Owen Group

Sales Performance Management

The T Owen Group Consultants work with Sales Leaders, HR Business Partners or Company Executives in establishing a Performance Management Process for Sales, delivering the “people analytics” that provide for key decision making initiatives.

Through an exclusive partnership with CompetencyPlus, LLC, the T Owen Group provides clients with visibility into the key competencies prevalent in their top performers in any sales role such that key people management decisions, as like other company investments, are data driven versus a relationship and gut feel approach

T Owen Group

Sales Performance Management

T Owen Group Engagement Advantages

Quick turn around with powerful analytics for key people management decisions Training, hiring, succession planning,

compensation, development, alignment or change management events.

Easily customized for each clients GTM approach, unique sales models and definitions of level of performance

Easily adaptable to all sales roles and levels

Scalable and replicable Minimal internal resource dependency Data visualization via graphs, dashboards

and charts for simplified presentation

T Owen Group

Sales Performance Management

The T Owen Group Process and timeline

Activity OwnerTime

Allocation

Add Job Families, Users, Hierarchy Client/TOG 1 hour

Edit, build competency library Client/TOG 1 hour

Build Templates/Profile Client/TOG 1 hour/role

Create Programs Client/TOG 1 hour

Perform Assessments Client 1-2 hours/mgr

Reports Generation, data visualization TOG 1-2 days

Data analysis, Actionable Items Client/TOG 1-2 hours

For groups < 50, turn around from start to finish – less than 1 week

T Owen Group

Sales Performance Management

• Samples - Analytics

Correlation Report – Sales results to Competency Groups

T Owen Group

Sales Performance Management

Row Labels Grand TotalCommunications Skills 3.42

Articulation Skills 3.25Listening Skills 3.50Written Skills 3.50

Customer Success 3.42Customer Interfaces 3.50Ease of Doing Busine... 3.50Responsiveness 3.25

Effort/Innovation 3.63Drive 3.50Innovation 3.75

Forecasting 3.00Forecast Accuracy 3.00

Judgment/Accountability 3.50Accountability 3.50Judgment 3.50

Knowledge 3.25Business Knowledge 3.00Competitive Knowledge 3.25Industry Knowledge 3.00Product Knowledge 3.75

Pipeline 2.25Pipeline Integrity 2.25

Prospecting Activities 2.88Closed Won/Lost 2.75Conversion Activity 3.00Demos Per Day/Week 3.00Emails per Day/Week 3.00Quotes per Day/Week 2.50Sales Calls per Day/Week 3.00

Sales Activities 3.38Account Management 3.25Account Research 3.75Leveraging Success 3.50Proposal Structuring 3.50Sales Methodology 3.50Territory Management 3.25

Sales Results 3.00Quota Attainment/Quarter 3.75

Sales Skills 3.39Adaptability Skills 3.50Attention to Details 3.25Closing 3.25Negotiating 3.00Positioning 3.50Probing 3.50Relationship Building 3.75

Teamwork/Cooperation 3.50Attitude 3.75Teamwork 3.75

Heat Map –

• Average Team Ratings per Competency and Competency Group

• Use: determine where to prioritize via training, hiring, development or process improvement

T Owen Group

Sales Performance Management

The T Owen Group assists clients by delivering the “People Analytics” that enable organizations to operate, not under 20th century principles of past practices, efficiency, risk avoidance, legal compliance, and hunch-based people management decisions but rather, a data-based people management approach

Timely, concise and doesn’t require the amount of resources to implement as highly integrated Talent Management Processes and Systems

Always catered to the client’s business, people and objectives

The T Owen Group Advantage