Sales Performance Program: Sales Goals and Scorecards
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Institutions attempting to implement a sales culture require measurement systems to accurately track sales volumes and payments. By defining the primary components of incentive payments, performance reports reinforce the institution’s sales training efforts. A performance scorecard must capture the primary drivers of branch growth and remain easily explainable to branch personnel. Further, it should only measure items within the branch’s direct control. Finally, it must allow automated tracking that facilitates quick distribution of results and incentive payments.

By simplifying the performance report, automating its tracking, and incorporating market factors in its sales goals, an institution will improve its employees’ acceptance of the sales management process. This will allow increased attention to sales training, which in turn, will yield increased sales performance.

No report or incentive system can replace sound management. Certain behaviors that remain crucial to branch performance still do not belong on a sales performance scorecard. Bancography helps institutions determine the appropriate measures to track in its incentive system. Once measurement categories are determined, Bancography will recommend sales goals for each branch. This process examines market demographics, existing holdings and the competitive environment to yield equitable, market based sales goals, rather than goals based solely on historic performance.

At its core, an effective scorecard has two primary functions: to reinforce the behaviors taught in the institution’s sales training program and to reward above baseline performance. Bancography will design a custom sales performance program to assist the institution in both developing strong branch staffs and retaining top employees.