A well-executed Sales Process Engineering effort inevitably creates a powerful cycle of improvement in sales performance.  Typically an 8-12% annual increase in effective sales capacity results.  This phenomenon is called the “SPE Effect”. 

In any sales force, the productivity of individual sales reps varies.  A classic “bell curve” results by graphing the number of reps against sales dollars produced per rep.  Typically, the sales volume of the best few reps will be about twice that of the lowest performers.  The bulk of the sales team falls into a mid-range.  This is represented by the red “Start” curve above.

The impact of a YPS Sales Process Engineering effort initially emerges as enhanced performance at the low end.  This is due to disciplined “capturing”, documentation, communication and implementation of the sales practices of the eagles by the low-end reps.  The blue “Compress” curve above illustrates the two things that occur.  First the total range of productivity narrows.  Second, as shown by the higher peak, a greater number of reps begin to perform at the average productivity rate.

Most managers have had the pleasure of watching a star performer instinctively react to a challenge of his or her superior skills.  This caliber individual simply will not stand for a ranking that is drifting toward the middle of the pack.  He or she is self-compelled to maintain an edge.  The result is shown mathematically by the green “Rebound” curve.  The natural range of productivity and normal shape of the curve is relentlessly restored by your eagles - - - at a higher level of total production.