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But there is a complex relationship between learning and performance. We start with the general proposition that learning promotes performance. Latitudes develops customized training programs that focus on helping your sales team learn our proven sales methodology, and then we coach them through each step of the process: from qualifying a prospect, to doing an effective needs analysis, to getting up front contracts and commitments, to asking for the business and closing the deal. By improving their “selling activity” performance, they will ultimately improve their sales.
As part of Latitudes organizational development program, we create [provide?] metrics that will enable managers to measure the current level of performance of their organization. This becomes the baseline from which performance improvement can be measured. Latitudes then develops a comprehensive strategy for modifying organizational behavior and infrastructure.
Performance improvement goes beyond increasing efficiency in the sales team. At the operational or individual employee level performance improvement usually involves implementing or changing processes to achieve statistical quality control. At the organizational level, performance improvement usually involves softer forms of measurement such as customer satisfaction through surveys used to obtain qualitative information about performance from the viewpoint of customers.
Performance is a measure of the results achieved. Performance efficiency is the ratio between effort expended and results achieved. The difference between current performance and the theoretical performance limit is the performance improvement zone. This is where Latitudes uses proven methodologies and training to create an environment that increases selling activities and sharpens sales skills while learning to provide a new level of customer centric service.
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