The Fit-4 Team Report delivers two types of data within one report
Firstly...
...you get a detailed Management Analysis of your Sales Talent, showing their ability to win business, team by team, role by role – and you get to see how your sales teams’ capabilities compare with those you would find in a high achieving team performing the same role. This is truly critical data when you consider that McKinsey research shows that sales high achievers deliver 67% more revenue per annum than average performers.
Secondly...
...you get a detailed, person by person; team by team development needs analysis enabling you to take the guesswork out of sales team performance improvement. The Fit-4 Team Report shows you the most important and impactful areas on which to target your development spend, by team, and by individual sales person.
One additional benefit...
...you gain for free out of all this is a significant competitive advantage. We all know that whilst your Brand is important, and your marketing team play a vital role in connecting you with your customers, most sales are made or lost by the capability of the sales person at the point of customer engagement.
Management Information
The Management Information takes the form of a series of charts ranging from the Team Overview (see next section) which enable Management to snapshot your sales team’s capabilities as a whole and compare them to a benchmark for a team of high achievers. This is followed by a set of summary charts that show each sales person’s overall capabilities broken down into their Overall Behavioural Capabilities; their Overall Critical Reasoning capabilities; and their Overall Reported Skills. This then drills down one more level to show each sales person’s capabilities and motivators by Primary Competency Group (e.g. Active Listening; or Developing the Proposition) enabling management to gain a detailed understanding of the capabilities of each individual within your team.
Team Overview
This chart shows you ‘at a glance’ immediate areas of strength or weakness across the whole team, enabling you to take immediate action on the more obvious areas of team-wide weakness.
You also get an indication from this data of how big the gap is between your team and an equivalent team of high achievers. This enables you to get some measure of how well your current team is performing, and how much revenue growth potential is latent within your existing team.
Areas that fall outside of the green bands are likely to be having a very significant impact on your team’s overall performance. Areas that are low, but within the green bands highlight the factors that are most likely to be having a negative impact on your revenue today.
Overall Capabilities Summary Charts
The following charts show each sales person’s overall capabilities broken down into; their Overall Behavioural Capabilities; their Overall Critical Reasoning levels; and their Overall Skill levels.
From this information, you will also be able to very quickly see who your top performers are, who may be in the wrong role, or perhaps even the wrong job.
You will also see who is closest to being a high achiever, who is some distance away – and hence, who will both cost you more to develop and, will continue to lose you revenue for longer over the development period. This data enables you to put together cost benefit equations, not just around development RoI, but also around develop vs. replace scenarios.
Primary Competency Group Charts
The charts in this section offer a more detailed breakdown by Primary Competency area and by individual sales person, enabling ‘at a glance’ clarity on each sales person’s areas of strength and weakness, showing clearly how significant each area is likely to be to their performance in their role.
Actionable Information
The Actionable Information takes the form of a series of Heat Maps (see next section) showing development needs, and the magnitude of the competency gaps, by individual and across the team as a whole. This enables appropriate development plans to be implemented immediately, with a clear set of requirements being immediately visible, facilitating the rapid development of highly targeted training or coaching programs, whether from in-house resources or from contract resources. The key value here is the obvious way in which the detail is presented; ensuring money is only spent exactly where it is required to maximise rapid sales productivity improvement. Additionally, there is a motivational Heat Map, showing by individual, what factors are most likely to drive each sales person’s desire to perform, and also showing which factors to focus on to retain your top talent.
The Fit-4 Team Report also delivers clarity about which of your sales people are in the right role and who isn’t. This offers you options in how you deal with competency shortfalls using hard, objective evidence showing exactly what was reported by the sales person themselves; that gives Fit-4 real validity which can be used as the basis for future discussions with individuals.
Heat Maps
In this section, the sales person’s data is collated into 2 team-wide competency Heat Maps, which show team development needs across the horizontals, and individual sales people’s development needs down the verticals. The stronger the colour, the stronger the competence.
This enables instant development needs analysis, as well as providing a planning tool for the development of highly focused training and coaching programs.
Behavioural Competency Heat Map
This map highlights areas of behaviour, with the strength of the colour in the map representing how well the behaviour is developed. The stronger the colour, the better developed the behaviour. The weaker the colour, the more critical is the need for development.
Motivators Heat Map
Motivators are factors that increase a sales person’s desire to perform, whilst also creating a stronger bond between the sales person and the Company, resulting in better retention rates of top performers.
The darker the colour, the stronger the motivator. Again, team views are shown on the horizontal axis and individual sales people’s motivators are shown on the vertical axis. The greater the focus on a sales person’s key motivators, the more likely they are to perform to the best of their capability.
This is a key chart for action by management as it is very likely that the sales motivators being currently deployed will only be effective for a proportion of your sales team, leaving a number of sales people inappropriately motivated, and hence, unlikely to be putting in their best efforts.
Skills Heat Map
This map highlights areas of functional job skill, with the strength of the colour in the map representing how well the skill is developed. The stronger the colour, the better developed the skill. The weaker the colour, the more critical is the need for development. This map only has three shades, with dark colours representing skills that are at or above the level required for a high achiever in the role; first lighter shade representing skills that are acceptable, but would benefit from improvement; whereas the lightest shade represents areas of skill that are likely to be having a significantly negative impact on performance in the role. The lightest areas represent areas of critical development need.
As can be seen from this overview document, the Fit-4 Team Report is a very powerful, objective analysis tool that, deployed correctly, can drive significant revenue growth in a company by enhancing the capabilities and motivation of the sales team.
