MEASURING TRAINING EFFECTIVENESS
How do we measure training? It’s a question heard frequently from prospective Pinnacle Performance clients. By that they mean, “we’ve budgeted X amount of dollars for sales and/or customer service training, how do we measure our results and ensure we receive a worthwhile return on our investment?”
That is a great question, one we would no doubt ask if in their position.
An obvious answer is to track and record sales results, close rates, customer appointments and other key performance metrics prior to training and then compare them to the results after training. While that is certainly recommended and should be charted throughout the course of any training implementation, this method does little to let you know how you stand in real time.
As renowned management consultant Peter Drucker said: “If you can’t measure it, you can’t manage it.” That is certainly true of sales/customer service training and there’s no better way to measure and manage than evaluating employee’s performance at the point-of-sale.
The two point-of-sale areas that tire/auto service managers should be measuring and managing; face-to-face and phone interactions.
SALES INTERACTION RECORDING & EVALUATIONS
As detailed in Steve’s article, Top 3 Reasons Why Phone Skills are Most Important in Sales, for business’s that sell both face-to-face and on-the-phone, phone skills are the single most important area of employee development.
The best way to manage employee performance on the phone is to record and evaluate actual customer calls.
While call-in “mystery” shops can be useful to establish a baseline and determine if employees are performing their selling fundamentals, these scripted interactions simply don’t have the spontaneity or challenge employees the way genuine customer calls do.
Sale Away’s parthership with ContactPoint and their Award-Winning Convirza call-recording/analytics program provides your business with a proven method of monitoring and measuring employee performance in actual customer interactions!
After extensive due-diligence on companies that provide call recording services we have found none better than our resource partners at Convirza. For ease of operation, recording and tracking capabilities, scorecard administration and reporting analytics, Convirza is simply top notch and the preferred choice for all tire/auto service Pinnacle Performance Training clients.
Press release from launch > ContactPoint Partnership with Sale Away
Read about Pinnacle Performance Phone Skills and the importance of call recording evaluations in this Tire Review Magazine’s cover story > Phone Skills Drill
BEEN THERE NOT DOING THAT
It’s important to note that many tire/auto service businesses are already recording their incoming customer calls. If you’re one of them that’s great, but you’re only halfway there. The other half – the more important half – is having a successful sales process and then monitoring and evaluating those sales calls on how effectively your sales associates are executing that established selling system.
As a Pinnacle Performance Training client, Steve Ferrante will professionally train your sales team our exclusive Pinnacle sales process, proven to considerably increase sales conversions while improving customer relations and the image of your brand.
Then, Convirza software is used to record incoming customer calls and our Pinnacle Performance team screens them to find the suitable tire and service sales calls. Once identified, we attach specific tire and service scorecards and evaluate the interaction to rate the execution of every element of the Pinnacle sales process as tailored for the business.
Armed with the evaluation data, we can then pinpoint precisely where a sales associate is weak or missing key elements and provide the coaching to improve sales/customer service performance in real time!
If you don’t have an effective way of monitoring your sales team’s performance at the point-of-sale, than your business is most certainly losing considerable sales opportunities and, consequently, decreasing profits.
Since 2012, we have evaluated over 100,000 sales interactions, mostly for market-leading tire/auto service clients, and that number is increasing daily! We know specifically what works to create true customer engagement and dramatically increase sales on sales call interactions!
Read Steve’s ‘Selling Smart’ article as published in Tire Review magazine > Is Winging It Enough – What We Learned From 100,000 Sales Call Evaluations
For call recording and sales call evaluation services for your tire/auto service business contact Steve Ferrante today @ 866-721-6086 Ext. 701 or via email @ firstname.lastname@example.org