Question: how I work this? Dianne: Well, when a sales representative identifies a need for a client since there are new trends in your industry, can make use of the information and the tools that the company has prepared for precisely these new needs and they can provide all the support to meet these needs, increase business opportunities in these segments and which should inform their customers about the availability of these new features in their products. Question: Okay, let’s the meaning of P Dianne: Yes, the P is performance management (Performance management). Sales oriented data, organizations manage and measure metrics such as number of leaflets, prospectuses, amount of money on current opportunities, competition, potential by territory or account and many more facilities. These companies also know in detail how much will take to a new sales representative land on their territory and start with the generation of actual sales. Even work tools and processes to try to minimize this time reinforcing the training. ou seek more information. They know well that progreson are getting, since they have clear measurement processes. Question: Is this what you used to calculate compensation and incentives? Dianne: No, incentives and compensation are calculated based on the results obtained or outputs, although it is not so simple. You have to define your compensation process with a mixture of results according to your strategy, for example with the generation of new customers business, more businesses to existing customers, emphasis on some segments, etc.

In reality there are clear processes that apply to consistently maintain a measurement of these results. These processes allow you to reward those who have outstanding performance and penalize those that is below targets or even remove them from their posts. Question: what meaning does the letter S in this model of TOPSales? Dianne: The letter S represents the deployment of sales force (Sales Force Deployment). The companies with a scientific orientation in their sales processes, successfully synchronized the different processes of sale with the characteristics and strengths of sales groups.