Let’s change our perspective a bit

[rifat28dddd]

Look at it this way.
When is 120% of the goal considered a bad week? Answer: when 150% could have been possible.

The sales report carries the danger of being a mismanaged tool that furtively promotes an unhealthy measurement of success.


Suppose a sales representative consistently bolivia telegram data displays all the right behaviors – phone calls, appointments, closing questions – yet only comes up to 80% of the sales goal. Should he/she be considered less competent? Even reprimanded?

The danger here is that we are rewarding (or punishing) based upon outcomes, not behaviors.

If we really want to know how to evaluate sales effectiveness, we need to stop relying on the sales report alone and start looking for quality sales actions and behaviors.

Once a behavior based reward system becomes part of your company culture, I’m pretty sure you’ll see improved salesmanship – and improved sales.

If you’re not buying into this line of thinking you might consider reading John Wooden’s book Coach Wooden’s Leadership Game Plan for Success.

Or, more recently, Bill Walsh’s masterpiece The Score Takes Care of Itself. In both cases, these venerable geniuses followed the same principle: focus on the behaviors, not the outcomes.