Effective Evaluation and Measurement

However well people absorb information during training or improve their skills through coaching, long-lasting improvements in performance will depend on how they actually behave in the field. E²M Programmes give organisations the support and tools they need to define best practice, monitor how this is being delivered and identify where development and corrective action is required.

The E²M Sales Programme is designed to embed into the sales team all the good behaviours organisations build training programmes around. The difference is that, unlike sales training which is about knowledge transfer, E²M is solely focussed on driving the changes in behaviour that yield financial benefits and improved performance

Key Benefits of E²M programme

• - Provides a structure for sales managers to assess the effectiveness of their team, beyond sales figures, allowing the organisation to have an unbiased view of the strengths and weaknesses of their sales organisation
• - Encourages the sales managers to attend calls with their team, ensuring they carry out one-to-one reviews regularly and embed the desired behaviours through feedback to the sales team. It creates a coaching culture within the sales managers which will improve the effectiveness of the sales organisation. (Why not download our one-to-one scoring template?)
• - Provides an evidence-based process which can be used to drive the development of those with potential in the sales organisation and highlighting the weaknesses of those who may not truly be sales people but may simply be in the wrong job.
• - Moves Sales Coaching beyond the evaluation stage to a developmental model that provides regular and clear evidence of behaviour "on the job".
• - Helps to build a culture of continuous improvement and provides empirical evidence to support personal development plans and performance appraisals