Do you know what sales performance management (SPM) is? If you don't, this podcast episode is for you!

SPM involves monitoring, analysing, and improving the performance of sales teams to achieve aligned business goals. It includes setting clear objectives, using data-driven insights to track progress, and implement incentive plans to motivate salespeople. In this episode our hosts Mike and Sam are joined by Matthew Blanchard, co founder of Sales Excellence Advisors to discuss the importance of SPM.

During this episode we want you to think about your sales team. Is there transparency, positive persistence, open communication, and a passion for the industry? These are all critical in generating a strong work environment. This is the chance for you as a sales leader to make sure your salespeople understand how to reach their targets, so they perform with confidence and at their optimum.

Who are Sales Excellence Advisors?

They focus on driving revenue growth and long-term success. With over 50 years of experience, their team offers expertise in go-to-market strategies, sales, marketing, and business development. They help businesses achieve their goals efficiently through tailored guidance and expert support.

Learn more about Sales Excellence Advisors - https://salesexcellenceadvisors.com/

Connect with Sales Excellence Advisors on LinkedIn - https://www.linkedin.com/company/sales-excellence-advisors-ltd/

1:12 - introduction to Matthew Blanchard

2:04 - What is Sales performance management?

4:38 - Why do salespeople get confused, and the reason for there not being transparency between the company and sales teams

7:02 - how to recognise this issue as a sales leader

11:44 - How Matthew used data to predict income

15:20 - The impact of having too much data and insights on salespeople

17:24 - How can companies utilise their tech stacks better to avoid losing salespeople

21:05 - The impact on performance on bonus plan

32:03 - What BD strategies are and aren't working well

37:19 - How to move a conversation from WhatsApp to teams

40:53 - Using WhatsApp or voicemail as a form of communication

45:25 - how to deal with sales leaders who aren't adapting and moving forward with their communications

52:44 - Matthew's passion for the sales industry

54:31 - Matthew's top interview question he asks candidates

Thank you all for joining, don't forget to tune in every Wednesday at 5pm GMT time for The Recruitment Roundup 😊

Apple: https://podcasts.apple.com/gb/podcast/bms-performance-the-recruitment-roundup/id1675023894

Spotify: https://open.spotify.com/show/3HcYPjfeoilfpO9ceHhQcJ

Don't forget to subscribe for weekly videos all about recruitment😊

CONNECT WITH THE HOSTS ON LINKEDIN:

Mike Leather: https://www.linkedin.com/in/mike-leather-34239226/

Sam Musiyarira: https://www.linkedin.com/in/sam-musiyarira-31a702150/

Matthew Blanchard: https://www.linkedin.com/in/matthew-blanchard-84a40ba/

#recruitment #podcast #sales #salesperformance #salesmanagement #highperformance

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