Trinity Finance’s Sales Organization and Sales Approach (G): Performance Management
After having assessed the extent and scope of engagement with all the relevant stakeholders of Trinity Finance Ltd. (Trinity), the Leadership Team’s (LT) closing agenda was to define and design an effective and efficient sales performance system. The Chief Sales Officer (CSO), along with Chief People’s Officer (CPO) and the Zonal Sales Heads (ZSH) assembled in Trinity’s boardroom on June 23rd 2016 to deliberate on the appropriate sales performance management system and the meeting was presided by the CSO, Sunil Kapoor.
CSO (Sunil Kapoor): Welcome to this meeting, colleagues. Trust all of you must have worked on the brief shared with you earlier regarding institutionalizing an effective sales performance system.
Colleagues (CPO and ZSHs): Yes, Sunil..............
Setting of Sales Targets
CPO: The first point is an analysis of the very process of setting ‘sales targets’.
CSO: Do you all agree that every percentage point share gained by our competitors is a loss to us? Also, how many of you, are aware of the expected CAGR of Indian Financial Services Industry by 2025?
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Steering and Managing Sales Performance
ZSH3: The sales personnel think that they are performing more than enough already by achieving their annual sales targets. Why would they involve themselves in engaging with the customer? How would that benefit the sales personnel and the company?
ZSH1: Is it possible for a Sales Executive, who does the field work with no team to lead, demonstrate leadership skills?
CSO: ........................
Effective Sales Performance
CSO: The third issue in redefining performance management system is to define what constitutes an ‘effective sales performance’.
ZSH1: We even have performance-based monetary incentive schemes to motivate them............
Sales Performance Measurement
CSO: What’s your assessment of the sales performance measurement that’s in place now?
ZSH3: We need to design a monitoring and measurement system to keep a check on all the contributions of the sales personnel. Most importantly, this should correspond with the BASIS model that was presented just a while ago..........
Assignment Questions
I. What is your assessment of ‘setting the right sales target’ process? What would be your recommendation?
II. ZSH3 proposed the BASIS model for effective sales performance at Trinity Finance Limited. What is your assessment of the same?
III.....................
Exhibits
Exhibit I: Effective Sales Performance – BASIS
Exhibit II: PRIME – Model for Effective Performance Management System