A critical aspect of change is gaining commitment to achieve a common goal, while not always necessary; in some sales environments individual representative “buy-in” is needed to effect goals that may be outside the simplicity of revenue numbers.
Depending on the skill level or the experience of the representative or the complexity of the products sold; feedback from the representative on coaching outcomes may be necessary to affect change that may need to come from a bottom up approach. With Xentor Solo, individual representatives have the ability to:
- Gain access to individual coaching plan and outcomes
- Develop and track objectives and progress incrementally.
- Understand incentive compensation.
- Track sales and activity.
- See specific training impact.
- Prepare and provide for annual appraisals.
- Generate marketing feedback.
- Self assessment
Individuals gain access to their specific data upon logon; this creates an environment where a manager and their team can partner much more effectively, by viewing exactly which Key Performance Indicators are driving their performance.