The classic performance dilemma

29th January 2017 |   Dr Monica Franco-Santos and Dr Javier Marcos

How do we achieve a balance between input and output measures to manage sales performance effectively?

The classic performance  dilemma

Lucy is what many people would call a “high achiever”. She had always been focused on delivering the best service for her clients and always supportive of her colleagues and her organisation.

Lucy always looked forward to Christmas time. It typically marked the completion of a year of good work, and was often associated with receiving recognition and deserved recompense. But this year it was very different. She did not enjoy the festivities that much, as she was unable to stop thinking what had gone wrong with her during the year that had just ended.

At the beginning of the year she was promoted to a new role as senior business development director within the corporate sales division of a large software company. Becoming a senior business development director meant she was expected to develop business with complex clients looking for opportunities to offer more integrated services. She was tasked with winning new accounts in new verticals, where the company could offer valuable solutions but had, so far, not prospered.

Senior Lecturer in Business Performance and Compensation at Cranfield School of Management | + posts

Dr Monica Franco-Santos is a Senior Lecturer in Business Performance and Compensation at Cranfield School of Management. She co-authored the book Compensation and Organizational Performance (Routledge).

Director of Learning for Performance Ltd | + posts

Dr Javier Marcos is the Director of Learning for Performance Ltd, a boutique sales training and consultancy practice and the Research and Executive Development Lead at the Association of Professional Sales. He holds visiting fellow positions at Cranfield School of Management and the University of Cambridge IfM.