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Patrick Casseday, Manager of Training & Development for Schneider Electric describes how they leveraged 360 surveys to increase sales performance among independent distributors. Schneider Electric was faced with the challenge of relying on the sales performance of individuals who are not formally part of the company. To address this challenge they created a set of tools that allowed distributors to assess and develop the capabilities of individual sales people. Although the solution initially met resistance, the clear impact it has on the bottom line led several distribution companies to now make its use mandatory.
Gain insight into how to improve the performance of the people who sell your products, even if you do not formally manage them – this week on People Performance Radio.
November 19th, 2009 at 4:54 am
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