Roles have changed. Responsibility has changed. Outside sales are now inside. Skills and criteria have changed. As you now must make hard decisions who do you keep? Who do you move? What defines their new role and who is best suited for success in the role?
Do you have the right people in the right roles? Decisions made without evidence are wrong. Sales numbers are often misleading and only one factor. You can’t call a Dalmatian a Zebra just because they are the same colors.
The below chart shows three different roles inside one company. The top Key identifies the Critical Criteria required to be successful in that role. The findings below tell us who has the critical criteria in each role. Would knowing this about your sales team be helpful?