Model For Performance Concern Search Study - CiteHR
Dinesh Divekar
Business Mentor, Consultant And Trainer
Hr Head With Pmi
+1 Other

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Hi friends,
I have to do Performance Gap Analysis for a company sales people by accompanying them to the market and also by talking to their stakeholders. Is some one aware of a framework/model on this so that I dont miss out any aspect? Thanks

there is a good practise specified in MBNQA, it says that HODs of all the depts must meet key clients every quarter.. this has manifold benefits, first entire company is rearranged to meet customer needs/ customer helps in chalking out the future of a company / company deploys resources on what the customer values most.
another point is you may use a simple set of indicators to see whether the sales staff has garnered max share of mind/ wallet etc.
mystery shopping can also help in diagnosing problem areas.

Dear Delvette,
If you want to do the gap analysis for the company sales persons, then first you need to have standard sales process for your company. Gap analysis can happen thereafter. With standard sales process you will be able to:
a) find whether salespersons actually implement the sales process while handling sales call and
b) uniformity in handling the sales call by various salespersons
Who are the stakeholders? Have you identified them? What is the process of dealing with the stakeholders?
You could have mentioned your product or service. You are from what industry etc. Suggestions are possible only with complete information.

Dinesh V Divekar

Beware of false knowledge; it is more dangerous than ignorance.

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