2

3

4

Performance = F ( C S + R A )Performance = F ( C S + R A )

C SC S

Competence / Skill Competence / Skill

Commitment Commitment

Commercial senseCommercial sense

Corporate sense & Corporate sense &

Common senseCommon sense

Right Attitude Right Attitude

Company Company

ObjectivesObjectives

CustomersCustomers

Seniors Seniors Peers & JuniorsPeers & Juniors

RARA

5

Type of Sales Type of Sales PeoplePeople Effort

Quality of Effort

Quantity of Effort

6

TYPE OF SALES PEOPLETYPE OF SALES PEOPLE

L Quality

H Effort

H Quality

H Effort

Strivers

Star

1

Dead Beats

L Quality L Effort

Coasters

H Quality

L Effort

Qu

alit

y of

Eff

ort

Quantity of Effort

H

L

L H

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म�हनता�

7

StriversStrivers(High quantity / low quality)

CoastersCoasters(High quality / low quantity)

Dead BeatsDead Beats(Low quantity / low quality)

StarsStars(High quantity / high quality)

• Fulfills norms• Does not apply head• Goes thru’ motions of life• Demotivated

• People with potential but don’t realize / exploit

•100% plus performers

• Problem children• Negative• Trap +ve people• Non-performers

जु�गा�ड़

KPR 8

Guide Delegate

Direct Excite

High

Will

Low

Will

Low Skill High Skill

Skill / Will Matrix

Stars

Dead Beats Coasters

Strivers

04/11/23 KPR 9

Willing Unwilling

Able

Unable

Groom, Mature

& Accelerate

Train, invest and rotate

And move them to Quadrant 1.

If compassion and tolerance do not work then move to quadrant 4

Explore Reasons,

Change working environment,

Provide attitudinal training.

If respondent responds, he moves to quadrant 1

If not then to Quadrant 4

Deadwood

Not worth investing

1

2

3

4

?

KPR 10

Critical AreaCritical AreaNeeds Influence

Finances Friends

Career Peers

Marriage Relatives

Seniors

Charged RepCharged Rep vs.vs.Non performerNon performer

Transition of Needs / InfluencesAge / Experience

20 / NIL 30 /10 45 / 25 60 / 40

Needs Influence

Children to settle Society

Housing Health

Social status Savings

Retirement plans Nest egg

ModelModelv/sv/s

DeadwoodDeadwood

Needs Influence

Job security Unions

Kids Educ. Comrades

Recognition Politics

Finance Co. culture

Ace PerformerAce Performer

vs. Militant leadervs. Militant leader