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CHANGE yOUR SAlES RESUlTS FROm GOOd TO GREAT!!!
Step 5:
eFFective MeaSUreMent and ManageMent
In the previous section, I talked about the need for business owners to
release some control to unleash the inner entrepreneur of their sales
people. Also mentioned was the importance of clearly communicating
the expectations of the job.
Sales is about performance and as the age-old saying goes “what gets
measured, gets done” so it is necessary to develop Key Result Indicators.
KRI’s allow a business to track results in key areas considered
critical for measuring the success of the business.
These metrics will provide the business owner, sales manager and
salesperson with the ability to monitor performance, make adjustments
to strategy, and ensure the established sales goals and targets will not
only be achieved but exceeded.
Utilize your Sales Expert, plus Finance, Marketing and Operations
people (I recognize this may be one person!) to determine the key metrics
that need to be measured to insure that the sales performance of
your team is meeting the requirements of the company.
Step 6:
celeBrate tHe WinS!
One of the realities of business today is that everyone is stretched for
time. As a result many businesses take very little time, if any, to celebrate
the wins. While this chapter is focused on sales teams, this principle
applies to all departments or groups. As a business coach, I encourage
all of my clients to have company-wide and where applicable,
departmental S.M.A.R.T. Goals (Specific, Measurable, Aligned, Realistic,
Time activated). In all cases, it is truly worthwhile to take time to
celebrate the achievement of those goals.
This process of celebration and recognition for a job well done provides
motivation and increased focus on the achievement of future goals. As
stated earlier sales people are motivated by money and recognition. An
effective compensation plan takes care of the money; celebration provides
the recognition. The type of celebration can take many forms but most
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