Framework Overview
Performance for any role in any company begins with people. People hired to perform tasks and follow processes that produce tangible outputs to achieve goals. However, when conducting an assessment, we begin at the end. Why? Because most often, roadblocks and inefficiency are caused by poor quality outputs and broken processes – not people.
Understandably, sales organizations are laser-focused on “hitting the number,” the most important goal. However, relying solely on the ‘number’ comes with risk as leadership is inclined to “protect” the number as fiercely as they strive to hit it. People and performance are often collateral damage. Just another reason to invest in the Sales Production System.
“Outcome oriented cultures stay focused on adapting to reality and solving the actual problem. Metric oriented cultures become consumed with managing numbers and protecting appearances.” Jessica Kriegel, Culture Partners