30Jan

Passion To Sale = Key To Success

SUCCESSFUL LEADERS ALWAYS LOOK TOWARD THE FUTURE.

Around 30 years ago, our company’s namesake, ResultatPartner (Result Partner), pioneered a revolutionary sales training program for businesses of every size. Today, our proven sales training program has made us one of the leader in sales and management training, with thousands of trainings run since then.

While much has changed in the business world since then, ResultatPartner and Improve Training has always kept pace. Under the leadership of Ronny A. Nilsen, CEO and Founder, ResultatPartner Training continues to innovate through our new company; Improve Performance International targeting Grown-up and mature Businesses (enterprise)Startups and Scaleups. In that spirit, we recently launched an “online digital portal” that our customers and franchisees can use in addition to face-to-face training. And we will continue to incorporate online reinforcement, online learning management and increased mobile availability.

With our unique reinforcement model, our Customers and Franchise Owners and Associated Partners can give businesses a competitive advantage by helping create a highly skilled sales force and inspiring management and leadership to excellence.

KEY TO SUCCESS = “PASSION TO SALES”

At Improve Startups we’ve earned a reputation for providing sales people with the insights they need to dominate in today’s hyper-competitive selling climate.

We believe key to success for Startups and Scaleups companies is driven by a “passion to sales” and the fact is; any employee should be aware of a companies growth is based on sales. Thats why we focus on sales improvement as one of the key elements boosting startups and scaleups.

Improve Startup is a research based sales training, sales coaching and sales consulting firm that is one of the leaders in the integration of proven science and sales. Based in Oslo, Norway, we study the scientific disciplines of social psychology, communication theory, cognitive psychology, social neuroscience, cognitive neuroscience and behavioral economics since our founders established ResultatPartner (ResultPartner) back in 1991. We then take the repeatable and predictable principles, which science has proven to create and enable influence, out of the laboratory and academic journals and apply them to selling.

What’s more, we have conducted original scientific research that identified the mental process that the human brain goes through when making a buying decision.  We then deconstructed this internal decision making process into clear, manageable steps that equip sales people to literally sell the way that their prospects’ brains are hardwired to buy.

When sales people base their sales activities and behaviors upon proven science, the results are always astounding:  sales cycles shorten, market share grows, and sales production skyrockets and it repeat sales.

WHY IMPROVE STARTUPS?

We aim to help the world’s leading companies drive predictable revenue and profitability growth by optimizing sales organization performance.

WHY ARE WE DIFFERENT?

Our clients tell us we are unique for a variety of important reasons including:

  • Deep customization – actually it`s all about YOUR business, right?
  • Improve Performance and Training Systems (IPTS) – systematic and measurable driving performance!
  • Improve Performance Group; Our “Performance community”.
  • Industry specialization – we “know or adopt” to your industry.
  • Interactive learning – telling is not selling; showing and interactions make the difference. 
  • Extensive curriculum – best fit!
  • Traditional and digital delivery modalities – digital portal connecting people, learning and relations.
  • Experienced and expert facilitators – at least 10 years of proven results and experience.
  • Results in initiating and sustaining change through the organization – implementing the hard stuff in a simplified way!

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02Jan

Performance Management Checklist 2023

Introduction

Performance appraisals, performance reviews, appraisal forms, whatever you want to call them, let’s call them gone. As a stand-alone, annual assault, a performance appraisal is universally disliked and avoided. After all, how many people in your organization want to hear that they were less than perfect last year? How many managers want to face the arguments and diminished morale that can result from the performance appraisal process?

How many supervisors feel their time is well-spent professionally to document and provide proof to support their feedback – all year long? Plus, the most important outputs for the performance appraisal, from each person’s job, may not be defined or measurable in your current work system. Make the appraisal system one step harder to manage and tie the employee’s salary increase to their numeric rating.

If the true goal of the performance appraisal is employee development and organizational improvement, consider moving to a performance management system. Place the focus on what you really want to create in your organization – performance management and development. As part of that system, you will want to use this checklist to guide your participation in the Performance Management and Development Process. You can also use this checklist to help you in a more traditional performance appraisal process.

Or.. you may schedule a meeting with us giving you the opportunity to consider our Improve Performance System within your organization? You are welcome to send us an email or give us a call; +4792804155 and set up a meeting with Managing Director / Head Trainer Ronny A Nilsen.

In a recent Human Resources Forum poll, 16 percent of the people responding have no performance appraisal system at all. Supervisory opinions, provided once a year, are the only appraisal process for 56 percent of respondents. Another 16 percent described their appraisals as based solely on supervisor opinions, but administered more than once a year.

If you follow this checklist, I am convinced you will offer a performance management and development system that will significantly improve the appraisal process you currently manage. Staff will feel better about participating and the performance management system may even positively affect – performance.

Preparation and Planning for Performance Management

Much work is invested, on the front end, to improve a traditional employee appraisal process. In fact, managers can feel as if the new process is too time consuming. Once the foundation of developmental goals is in place, however, time to administer the system decreases. Each of these steps is taken with the participation and cooperation of the employee, for best results.

Performance Management and Development in the General Work System

  • Define the purpose of the job, job duties, and responsibilities.
  • Define performance goals with measurable outcomes.
  • Define the priority of each job responsibility and goal.
  • Define performance standards for key components of the job.
  • Hold interim discussions and provide feedback about employee performance, preferably daily, summarized and discussed, at least, quarterly. (Provide positive and constructive feedback.)
  • Maintain a record of performance through critical incident reports. (Jot notes about contributions or problems throughout the quarter, in an employee file.)
  • Provide the opportunity for broader feedback. Use a 360 degree performance feedback system that incorporates feedback from the employee’s peers, customers, and people who may report to him.
  • Develop and administer a coaching and improvement plan if the employee is not meeting expectations.

Immediate Preparation for the Performance Development Meeting

  • Schedule the Performance Development Planning (PDP) meeting and define pre-work with the staff member to develop the performance development plan (PDP).
  • The staff member reviews personal performance, documents “self-assessment” comments and gathers needed documentation, including 360 degree feedback results, when available.
  • The supervisor/ Internal Trainer prepares for the PDP meeting by collecting data including work records, reports, and input from others familiar with the staff person’s work.
  • Both examine how the employee is performing against all criteria, and think about areas for potential development.
  • Develop a plan for the PDP meeting which includes answers to all questions on the performance development tool with examples, documentation and so on.

The Performance Development Process (PDP) Meeting

  • Establish a comfortable, private setting and rapport with the staff person.
  • Discuss and agree upon the objective of the meeting, to create a performance development plan.
  • The staff member discusses the achievements and progress he has accomplished during the quarter.
  • The staff member identifies ways in which he would like to further develop his professional performance, including training, assignments, new challenges and so on.
  • The supervisor discusses performance for the quarter and suggests ways in which the staff member might further develop his performance.
  • Add the supervisor’s thoughts to the employee’s selected areas of development and improvement.
  • Discuss areas of agreement and disagreement, and reach consensus.
  • Examine job responsibilities for the coming quarter and in general.
  • Agree upon standards for performance for the key job responsibilities.
  • Set goals for the quarter.
  • Discuss how the goals support the accomplishment of the organization’s business plan, the department’s objectives and so on.
  • Agree upon a measurement for each goal.
  • Assuming performance is satisfactory; establish a development plan with the staff person, which helps him grow professionally in ways important to him.
  • If performance is less than satisfactory, develop a written performance improvement plan, and schedule more frequent feedback meetings. Remind the employee of the consequences connected with continued poor performance.
  • The supervisor and employee discuss employee feedback and constructive suggestions for the supervisor and the department.
  • Discuss anything else the supervisor or employee would like to discuss, hopefully, maintaining the positive and constructive environment established thus far, during the meeting.
  • Mutually sign the performance development tool to indicate the discussion has taken place.
  • End the meeting in a positive and supportive manner. The supervisor expresses confidence that the employee can accomplish the plan and that the supervisor is available for support and assistance.
  • Set a time-frame for formal follow up, generally quarterly.

Following the Performance Development Process Meeting

  • If a performance improvement plan was necessary, follow up at the designated times.
  • Follow up with performance feedback and discussions regularly throughout the quarter. (An employee should never be surprised about the content of feedback at the performance development meeting.)
  • The supervisor needs to keep commitments relative to the agreed upon development plan, including time needed away from the job, payment for courses, agreed upon work assignments and so on.
  • The supervisor needs to act upon the feedback from departmental members and let staff members know what has changed, based upon their feedback.
  • Forward appropriate documentation to the Human Resources office and retain a copy of the plan for easy access and referral.
01Jan

Rational vs. Emotional Buying Decisions

It is probably true that most of us would see ourselves as rational people.  When questioned about our reasons for buying we are more likely to come up with rational reasons – but if we are really honest with ourselves, we know intuitively that that isn’t really the whole story.  Alongside the rational reasons customers might tell us will influence their buying decision will almost certainly be some very powerful emotional factors that will strongly influence their decision.

Primary Buying Motives

  • Profit (Price, protection of investment)
  • Convenience (Makes the customer’s work life easier)
  • Prestige (Appeals to the customer’s self-image)
  • Safety (Reduces risks for the customer)
  • Peace of mind (Security, less can go wrong. Professional. Technical support)
  • Pleasure (enhances the state-of-the-art products from your company)
  • Other… Instant response. True 24/7 support. Fast response and deployment time.

What is it about?

These headings pin-point the main customer relevant buying motives mentioned when buying our products and services. We differentiate here between     rational buying motives – those dictated by reason and emotional buying motives – those that appeal to the customers’ emotions.

The buying motive counts.

What is it about?

These headings pin-point the main customer relevant buying motives mentioned when buying our products and services. We differentiate here between     rational buying motives – those dictated by reason and emotional buying motives – those that appeal to the customers’ emotions.

These headings pin-point the main customer relevant buying motives mentioned when buying our products and services. We differentiate here between rational buying motives – those dictated by reason and emotional buying motives – those that appeal to the customers’ emotions.

Rational buying motives

Quality. Functionality. Safety. Comfort. Economic. Variability. Environmental. Support.

Question is; how does your product/service/solution fit?

How you prepare for the talk, your questions and way it`s provided?

Emotional Buying Motives

Peace of mind. Individuality. Design. Innovation. Prestige. Exclusively. Flexibility.

How would you trigger the emotional aspects in a sales process?