We missed this awesome webinar, “Start 2015 with a Proactive Sales Team,” from leveleleven, but they kindly shared a recap! You can watch the full replay on their site.
There’s been a common theme coming from sales leaders in recent weeks, and it has to do with what happens after their sales kickoff meetings. It goes something like this:
Our sales kickoffs are always great, and our team leaves motivated to execute on the year’s initiatives. But when they get back to their desks it’s back to business as usual. How do we keep them laser focused all year long?
This challenge inspired our recent client webinar, “Start 2015 with a Proactive Sales Team.” While some of it dealt specifically with leveraging the LevelEleven platform, CEO Bob Marsh also outlined strategies useful for any sales organization to maintain motivation beyond the kickoff honeymoon phase. Here are some of Bob’s key takeaways:
1. Cultivate a KPI-driven sales culture.
“How do you develop specific measures that you can manage people around and help people know exactly what’s expected of them?…make it very tangible, very clear and very personal so [sales reps] can know exactly what’s expected of them.”
Many sales teams use CRMs, like Salesforce, with the goal of being KPI driven in decisions and actions. For sales reps this is great, but to really succeed they need more than just the high-level KPIs around quota — they need more tangible, personal metrics on a day-in, day-out basis that will measure the sales activities needed to guide them toward that quota. Sales leaders who want to drive consistent performance need to develop a culture that places importance on identifying these personal metrics.
2. Make key metrics highly visible.
“You want to get people going on all these different behaviors so it’s almost inescapable. Wherever you go, your goals, initiatives and metrics are front and center.”
It’s not enough to just track the KPIs that drive your sales – you need to make them front and center in your team’s professional universe, whether that’s on phones, leaderboards, whiteboards or emails. That way, when a rep comes into the office or thinks about what they should do next, those metrics will be top of mind and have a much higher probability of getting accomplished.
Image courtesy of Boians Cho Joo Young at FreeDigitalPhotos.net