SALES PERFORMANCE IMPROVEMENT METHODOLOGY: CONTINUOUS IMPROVEMENT OF SALES PERFORMANCE TO ACHIEVE ORGANIZATIONAL GOALS AND GAIN SUSTAINABLE COMPETITIVE ADVANTAGES

Abstract

Sales performance improvement (SPI) is a systematic approach to improving selling productivity and salesperson competence in order to accomplish organizational goals effectively, efficiently, and ethically. This methodology originated from the performance improvement literature and was derived from managerial practices. Using this structured method, sales managers are able to assess multidimensional sales performance, identify sales performance gaps and pain points, analyze causes of performance issues, develop appropriate strategic solutions, and evaluate the impacts of the changes. The eight-step SPI helps sales managers in their continuous endeavor to improve sales performance in order to achieve goals at individual, departmental, and organizational levels. When sales managers use SPI properly, they are able to contribute to their organizations positively, meaningfully, and significantly. Organizations can gain sustainable competitive advantages when the SPI is implemented throughout the organizations.