It could easily happen. In this episode of the Sales Management Minute, learn the keys to analyzing sales performance.
Promoted and fired… On the same day! No, this didn’t happen to me, but it could easily happen to anyone in sales. There are so many statistics associated with sales performance that, based on how you organize the data, you could easily justify promoting or firing any of your sellers.
I remember when I took on the leadership of an inside sales team several years ago. I was cautioned not to disrupt this one particular rep. “He’s our rockstar!” I was told. People in this company thought the guy walked on water because he was the top revenue producer. True, but there’s more to the story.
This was a sales environment where we made the phone ring…generated the leads, if you will. It turns out that this rep was Quick Draw McGraw in disguise. He was the fastest at answering the phone and hogged all of the leads. After close analysis, it turned out that while he was the top revenue producer, he was actually the lowest performer. His conversion rate was the lowest on the team. In essence, by his being so aggressive at grabbing leads, it negatively impacted our team’s ability to reach its goal.
To get underneath sales performance, develop your sales metric management system which includes metrics defined as:
Each metric you identify should meet each of those four criteria. Once you develop your sales metric management system, you will have tools to drive sales performance.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.