Re-Energizing Your Team Around Sales Performance Measures
Step 1: Ask each person to pin-point what they see as the present position in respect of:
– Sales activity (the quantity of sales calls, meetings and opportunities) on the left dial and
– Sales effectiveness (quality of calls, meetings, and opportunties) on the right dial.
The dials show a scale of 0 to 100, so if you feel activity levels are at 50% then draw your needle from the center of the dial to the point on the circumference that says 50. You will find the instructions on the sheet.
Step 2: After each person draws the needle on the two dials, ask them where they want the needle to be in the next 3 or 6 months.
This involves setting a goal for improving the level of sales activity and effectiveness. For example, the goal may be to increase sales activity levels from 50% to 70%.
Now you have an ‘as is’ and ‘to be’ position for activity and effectiveness for each team member. That is a great place to begin a discussion – Step 3.
On the next page you will find tips on how to really get the discussion going.