Performance Analysis: A 360 View
While it’s possible to go as far as identifying the shortcomings in a salesperson’s performance or exploring how effectively a Sales Manager coaches their team, one key challenge remains and that’s putting the right plan in place to drive change and improve ongoing performance. And further to that, how to measure those improvements objectively.
The 60 Seconds coaching platform has proven to be an effective way for businesses to facilitate training and development of their salespeople, through sustained practice and private coaching. It not only enables Managers and Sales Leads to observe performance, but also to measure and record the amount of time their teams are investing in improving their skills.
‘How can we be sure we’re measuring the skills progression of our salesforce accurately?’
However, we’re often being asked by our customers ‘‘How can we be sure we’re measuring the skills progression of our salesforce accurately?’ and ‘How can we be smart with the insights we identify and create the right initiatives for improvement?’
We all know qualitative assessment counts…but do we know how to measure it effectively?
There’s no doubt that getting a fair and accurate measure of progress is difficult. Nevertheless, it’s important we strive to do so.
Adam Thorp, CEO of Julian Midwinter & Associates and former Managing Director of Huthwaite has a wealth of experience when it comes to coaching high-performing teams. Adam makes the point “Someone can record an incredibly high volume of interactions with an app like 60 Seconds and have an incredibly high volume of interactions with customers, but if Coaches aren’t also looking at the quality of these interactions, it’s harder to get the results everyone’s looking for. You need to include a qualitative measure to get the insights you need to predict outcomes – who’s going to be successful, who’s not and importantly, determine not only who to coach but how to go about it and where it’s needed.”
The concept of analysing competencies and behaviours in a qualitative way certainly isn’t new. However, assessing performance and output with an integrated view of both quantitative and qualitative measures is – with the addition of an exciting new feature on the 60 Seconds app, called QA.
“if we can see a pattern appear in the data then we know who and where support’s needed”
Like 60 Seconds itself, QA is easy to use. Businesses simply upload their existing sales methodology and coaching metrics and salespeople can be scored against key moments of their sales interactions: Call Opening, Objection Handling, Close and Gain Commitment – or whatever they may be. Adam says “You might notice that one person struggles with opening, but they’re really good at moving the deal along or closing. It will be different for everyone, so if we can see a pattern appear in the data then we know who and where support’s needed.”
Adam stresses how important it is to assess performance in a well-rounded way. “You can’t run a successful sales team without having insights into qualitative aspects of their performance. Historically you could only get that by watching someone in action – no Sales Manager has time to do that. 60 Seconds gives the ability to be across a volume of your team members far more efficiently to get insights on where they need support, why they need support, and what the likely outcome is going to be. Leading indicators of performance can be gleaned from the quality of recordings on the 60 Seconds app. It’s an additional lens to measure someone’s execution and an extremely powerful one.”
“Now with QA, Coaches and Team Leads will have a 360 view of overall performance and a more reliable method of evaluation.”
Marcus West, 60 Seconds Founder and CEO explains “To put it simply, the 60 Seconds app provides a way for salespeople to explore their sales interactions and master their skills. Now with QA, Coaches and Team Leads will have a 360 view of overall performance and a more reliable method of evaluation. A chief benefit will be the visibility over where people are placed against their peers or against standardised benchmarks of poor, good and great achievement.”
60 Seconds is closing the loop on driving more effective sales execution through practice, coaching, and measurement. Our coaching and performance data enables our customers to implement evidence-based staff development frameworks that coach to weak points, build on strengths and get results.
We’ll be launching QA with our first few clients this month in March and look forward to sharing some fresh insights with you soon!
about how you can use the 60 Seconds app to make measurable improvements to your sales team’s delivery