Read ESR's Press Release on the CMP Program.
The Challenge:
Many companies don't measure the ongoing performance of their sales people from the beginning of the pipeline through the entire customer acquisition/management life-cycle. There are a number of reasons:
- They don't know how.
- They don't have the time.
- They are skeptical about potential conflicts of interest if those measurements are designed and interpreted by their sales training provider.
- They believe that performance against quota (and other trailing performance indicators) are the only measurement they require.
The Benefits of Measuring Sales Performance
- Peter Drucker said, "We need to measure, not count." Having a sales performance measurement program in place is the only way you can see where and when improvement is or isn't taking place.
- Calulating your ROI on sales training. Senior executives tell us that they won't provide funding for many sales performance improvement programs because the sales leaders can't provide a credible business case. Once you begin measuring the impact of training and other sales effectiveness programs, approaches and tools you can see precisely what your return on investment is.
- When a sales leader has visibility into the ongoing performance of his team through a reliable and comprehensive set of metrics, they can make fine adjustments where needed, greatly increasing the team's ability to perform consistently, month by month and quarter by quarter.
Learn about ESR's Guide to Measuring Sales Performance
ESR's CMP (Certified Performance Provider Designation)
ESR believes very strongly that individual and group sales performance can't be improved unless it is measured. And we understand that the vendors that understand your situation and have worked with you are in the best position to help you install and implement a measurement process.
ESR certifies the sales performance measurement approach and capabilities of sales training companies.
In order for a sales training company to be certified as part of the ESR/CMP, ESR:
- Audits the vendor's sales performance measurement framework.
- Validates the metrics employed by the vendor for measurement of their clients' sales capabilities.
- Interviews vendor consultants to be certain they understand the issues around performance measurement.
- Validates the vendor's performance measurement installation process.
- Validates the implementation process.
- Interviews up to five vendor clients, depending on the situation, to be certain that the vendor's performance measurement program is in use and is delivering as promised.
- Provides the vendor with a comprehensive report of our findings.
Once a vendor passes this rigorous examination, they are entitled to use the ESR/CMP designation for a year. They must be re-certified each year.
So, when you see the ESR/CMP logo on a sales training vendor's website or they mention it in their literature, you can be sure they can get the performance measurement job done.
ESR/CMP Charter Vendors:
During the development of the ESR/CMP certification process, ESR worked closely with four leading sales training providers: Wilson Learning, Performance Methods, Inc., SPI (Sales Performance International) and The Complex Sale. Each one has been certified according to ESR's strict guidelines.
Vendors interested in ESR/CMP certification, please contact ESR at +1 (508) 313-9585.
ESR/Advisory Services for Individual Companies
Are you interested in having ESR measure the performance of your team? We will:
- Benchmark your current performance levels, looking at leading and lagging indicators
- Provide education and training on sales performance measurement best practices
- Consult with sales management to determine the best combination of metrics for ongoing performance measurement and management
- Provide follow-up to assure that your measurement framework is delivering the results expected.
For more information and the requirements to become an ESR/CMP certified vendor contact us.
