TECHNOLOGY AND TELEPHONY
TECHNOLOGY LEADER IN EUROPE
A sales force
of 500 people.
TECHNOLOGY AND TELECOMMUNICATIONS
SALES FORCE MANAGEMENT
Global European company and worldwide pioneer in technology and telecommunications.
A nationwide commercial operation. During a period when the company led the mobile telecommunications industry, Sol D’Antin directed the management strategy for a commercial team of 500 salespeople across different Mexican states. Her responsibilities included leading the team in Management, selection, training, evaluation and other areas.
Management targets for a national sales force. The project focused on managing a country’s sales force. Raising target attainment across a large, geographically dispersed team required a shared view of its objectives and results. The challenge was to bring the team’s performance in line with the expectations of an industry leader while maintaining nationwide coverage.
A benchmark for excellence. The company used the Vendor Evaluation instrument, with 54 evaluation subcategories: 53 defined categories and one reserved for a local objective. It distinguished four performance levels: not meeting requirements, partially meeting requirements, meeting requirements and exceeding requirements. This scale gave Sol a reference for explicitly recognizing results that surpassed expectations.
EXCEEDING TARGETS
Exceeding targets. Over 11 months, attainment of the evaluated indicators rose from 30% to 113%. The operation progressed from limited attainment to exceeding the targets established by the company.
Interest in extending the experience. The company expressed interest in taking the approach used in Mexico to its international operations and invited Sol to join the organization directly. She chose to pursue other professional opportunities.
Assessing management targets from multiple perspectives. The experience reinforced a lesson: assessing performance requires consideration of several dimensions of a result. Sol extended this reflection to employees, suppliers, customers and her own work, using outstanding performance as a benchmark for excellence.
The beginning of a distinctive approach. Managing this commercial structure and reviewing the results of hundreds of people was one of the starting points for the Positive Competitiveness Model. During this work, Sol began developing a way to connect each participant’s contribution to the organization’s targets.
Documentary support and professional recognition. The case brings together Sol’s account and the company’s evaluation instrument. Her professional career was also featured in Merca2.0. Documentary evidence that may be shared will be presented at a private meeting in accordance with confidentiality commitments.
Results and experience described by Sol D’Antin.
THE EXPERIENCE, DOCUMENTED
Sales force management, target attainment and performance evaluation.
Sol D’Antin’s professional career was featured in Merca2.0.
PRIVATE REFERENCEAdditional documentary evidence may be presented during our meeting in accordance with confidentiality agreements.
| Indicator | 1 · Meet Requirements | 1.5 · Exceed Requirements |
|---|---|---|
| 4.6.1 · Sales Volume target | ≥100% <105% of target accomplishment | ≥105% of target accomplishment |
| 4.7.1 · Market Share target | ≥100% <105% of target accomplishment | ≥105% of target accomplishment |
PRODUCTIVITY · QUALITY · SERVICE · INNOVATION
Illustrative indicators for a sales force.
| Dimension | Illustrative indicator |
|---|---|
| Productivity | Actual sales ÷ sales target × 100. |
| Quality | Error-free orders ÷ total orders × 100. |
| Service | Satisfied customers ÷ responding customers × 100. |
| Innovation | Implemented improvements with verified impact on results. |
Illustrative examples; these are not documented historical case indicators or a transcription of Vendor Evaluation.
ORIGINAL DOCUMENTVendor EvaluationView criteria and download the file↗CASES · RESULTS · EVIDENCE
Sol D’Antin
TECHNOLOGY LEADER IN EUROPE · Documentation for private consultation.
Use the arrows to turn the page. You can also use ← → on your keyboard.