Motivating through Sales Results and Performance Metrics

One of the biggest mistakes a sales leader can make with their team is using performance metrics and sales results to shame employees into increasing their numbers. Whether done publicly or privately, this approach is demotivating and productivity comes to a screeching halt for those feeling the burn. It's important to take a balanced approach when posting metrics and results in order to equally acknowledge and celebrate achievement. Sharing numbers should inspire team members and foster a healthy sense of competition. 

When using stack ranks, be sure to include both percentage to quota and actual sales results. Percentage to quota typically gives rookies a chance to shine since quota assignments tend to be a reflection of tenure and achievement, giving rising stars equal footing with their more seasoned peers. New talented team members should have a chance to be recognized for exceptional achievement as they ramp up. Stack ranks using percentage to quota levels the playing field. Just as new team members should have a chance to shine, seasoned talented team members should be recognized for their larger overall contribution to sales results. Stack ranks using actual sales results give top performers a proper acknowledgment for their significant individual contribution. This comparative approach also offers different viewpoints when there are regional variables among teams. Not all teams have an equal path to achievement for a variety of reasons and most sales organizations adjust quotas accordingly. Balanced communication of quota achievement and sales results provides an equal opportunity platform to recognize success in all forms.  

In addition to sales numbers, sharing performance metrics and highlighting individual team members whose efforts are producing results are motivational and can be used as training tools. For example, if a team member has a solid follow up rate that corresponds to lead conversion, deconstruct their process to demonstrate how they achieved the conversion rate and ask them to share their approach with the team. Every month or two, be sure to cycle through all team members to highlight their individual strengths. This shared approach not only helps boost morale, it keeps team members focused on proven best practices. 

Next up: Helping team members meet and exceed expectations for productivity