The Challenge
STAYING AHEAD OF THE SALES COACHING PAPER TRAIL IS TIME CONSUMING AND DIFFICULT
The client, a mid-sized, growing pharmaceutical company with a large number of sales representatives, was struggling with managing the paperwork surrounding a manual salesperson coaching process.
The client needed a more automated & paperless method to schedule coaching sessions, record & review scores, and communicate results with HR more easily to better mitigate the risk of employee issues. Importantly, the solution needed to be easy to use in the field.
The Solution
A WEB-BASED CUSTOM APPLICATION FOR SALES COACHING PERFORMANCE MANAGEMENT
Aspect designed and deployed a web based application users can access in the field via secure URL.
The application includes all the controls needed to successfully schedule, build, conduct, and complete a review, and view performance holistically to monitor sales force coaching progress over time.
- An integrated calendar gives the managers the ability to easily schedule coaching sessions.
- Managers use an interface to build meaningful coaching prompts and conduct a review.
- Automated workflow guides the review process from initiation and review to rep sign off and completion.
- The interface also gives managers the ability to review coaching scores & statistics over time.
The Advantage
IMPROVED EFFICIENCY AND MANAGER-FIELD RELATIONSHIPS LEAD TO PERFORMANCE GAINS
Increased Efficiency: Managers can easily schedule and track sessions. Access to past review goals and objectives and current performance data drastically reduces the time it takes managers to create a review.
Improved Manager-Sales Relationship: Ease of use led to regular rather than inconsistent review schedules. Standardized prompts lead to fewer employee relationship issues.
Paperless Communication Trail: All coaching sessions are available for access within the tool in a summary view, making it easier to monitor and track the review process, and giving HR the ability to better resolve issues.
Ability to Measure Coaching Goals: Performance management metrics gathered via the app are readily accessible to managers, making it easier to gauge the effectiveness of coaching goals.
FEATURES & BENEFITS
- Sales Managers can easily schedule, create & conduct coaching reviews in the field, increasing the ease & consistency of reviews, and reducing manual effort.
- HR can easily monitor, track and respond, making HR issues easier to track and mitigate.
- Improved frequency and consistency of reviews ultimately improved the sales performance.