High performing sales teams know where they win, why they win and how they win. They document best practice and share learnings continuously throughout the sales executives’ life cycle, beginning with the onboarding process.
On average, 20% of sales reps account for more than half of a company’s booked revenues. Therefore it’s critical to capture, communicate and demonstrate best practice so sales leaders can continuously coach and develop their new and underperforming reps.
Assuming the rep has the desire to improve skill and attain goal quarter after quarter, high performing sales organization also integrate leading indicators and activity based metrics in addition to lagging indicators to measure performance.
Leading indicators that demonstrate adoption and skill competency include:
• Time for Self-Development
• Quality of a Call Plan
• Quality of Meeting Debrief
• # of leads converted to opportunities
• # of weekly calls or meetings
• # of weekly quotes or proposals
• # of weekly demo’s
With leading indicators, quality is always just as important as quantity.
Do you know where, why and how your sales team wins?