Are You Applying Performance Psychology?

Managing change is complex. However, our understanding of human behavior is deeper than at any other time, thanks to the growing body of cognitive and behavioral research.  SellerNAV® helps you apply the latest psychology to drive performance.

Whether we are striving to raise our own performance or that of a team, there is an important psychological dimension to sales success.  For this reason SellerNAV® is based on some of the key principles of performance management and cognitive psychology.

Some of the principles that make SellerNAV® so powerful in enabling managers and their teams maximize their sales performance, include:

1. Seeing Clearly & Objectively

SellerNAV® is designed to minimize and to compensate for objectivity bias on the part of users. It does this by applying object – subject principles to depersonalize and de-politicize the responses.

By working on their speed and on their maps people can approach the issue of where they can improve in a more open and engaged fashion.

2. Applying Creativity & Imagination

SellerNAV® is designed to bring creativity and imagination to bare on the sales improvement process. The map based metaphor is a powerful means of enabling users to visualize their challenges and how they can be solved.

It is based on the science that shows that metaphors and visuals are generally more powerful in accessing those parts of the brain associated with imagination, creativity and emotion.

3. Leveraging The Power Of Social Comparison

SellerNAV®’s extensive use of benchmarking data and peer or reference group comparison provides an objective reference point against which individual views can be calibrated.  It also serves to ‘nudge’ the behavior of individuals and teams based on the power of social comparison.

Social comparison is a key element of how the maps are used, with salespeople being asked to share and discuss their maps with their colleagues, as well as their managers. This has a powerful effect on changing attitudes and behavior.

While social comparison is a powerful force, it can have a limiting effect in the context of group think, or the herd mentality. Here is an example of some of the ways in which it does this:
– External comparison where groups see their results contrasted with others and with the best practice idea.
– People complete the assessment privately, but are encouraged to share their output with others.
– The map view enables a non-threatening discussion of sales performance among a group.

4. Creating A New Awareness

SellerNAV® gets people to look at sales in a new way. It holds a mirror up to how the organization and its particular individuals sell.

In so doing it sheds the light of awareness on the area of sales that has the potential to limit sales performance. In particular its objective is to identify hidden sales potential.

Its scope and the nature of the approach is aimed in particular at highlighting blind spots – in particular under-performing aspects of the sales process that are being overlooked.

5. Seeing Clearly

Everybody can use a map. Its purpose is clear and its format familiar. By using the map concept at its core, SellerNAV® simplifies what could otherwise be a complex task. The technical term for this is cognitive simplicity, or ease and it is important to enable users, their managers and teams to quickly grasp what needs to be done.

SellerNAV® is designed to facilitate decision simplification. It enables users, from a variety of backgrounds, including different levels of sales knowledge or skill, to quickly focus in on those areas with the potential to boost sales. SellerNAV is designed for busy managers and their teams.

The maps prevent analysis paralysis. Although thousands of pieces of data underpin the analysis for a team, the attention of managers and their teams is immediately drawn to under-performing areas by the use of familiar alert icons or symbols on the map.

6. Maximum Impact

SellerNAV® uses ‘one page’ principles, providing a map rather than a 30 or 40 page report.

Because the sales maps are visual they are easier to conceptualize, understand and remember. Importantly it is easier to communicate across different languages.

7. Psychology Of Change

SellerNAV® applies key principles in terms of the psychology of change. It:

– Creates a new self-awareness of the need for change, as well as of potentially limiting attitudes and behaviors.
– Minimizes resistance to change by de personalizing and de-politicizing the process.
– Creates a safe environment for the open discussion on change and the honest exploration of attitudes and behaviors that could prevent it.
– Focuses the change effort on the ‘One big thing’ that the group overall, or each key person, needs to change.
– Accelerates the process of arriving at a consensus regarding the changes required and commitment to action.

SellerNAV® taps into the intrinsic personal motivation of the salesperson, or manager in order to encourage change. It enables the salesperson to quantify the impact on their sales level / commission level of a change in the sales process, or behavior. This is a direct application of the long standing Valence-Expectancy Theory of motivation.