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Topics Covered: <a href='/resources/search/?query=Performance improvement'>Performance improvement</a> | <a href='/resources/search/?query=Strategic Planning'>Strategic Planning</a>
Sales Strategy
Feb 26, 2019 | Canadian Professional Sales Association lock

Do you know how well your sales team is performing...right now?

If you’re waiting until the month closes to see where your team is at, by then it’s far too late to instigate change and make sure your team achieves its goals and objectives. Ongoing sales team performance management is the only way to keep on top of your sales team’s efforts and ensure you all achieve success. As a sales manager, it’s important to stay on top of sales performance management trends to get the best out of your team. Here’s how to use performance management to track metrics and gain clear visibility of your team’s performance.

Goals

While all your team members should have personalized performance management goals based on their own career objectives, you should also have certain common metrics and benchmarks that will allow you to track their efforts on a weekly basis to ensure they are being effective. What these metrics and benchmarks are will vary depending on product/industry/territory etc. but once established, sales reps must update their performance on a regular basis if it’s to be of any use. Performance management software is key here to make this a realistic expectation for both you and your team.

Accountability

Creating healthy competition by accurate tracking and sharing of short term results is a great way to hold reps accountable and keep them on the path to success. CRMs and performance management software such as those offered by Salesforce, Optymyze and Xactly offer visual reporting and predictive analytics that you can use in team meetings and one-on-ones to motivate and incentivize. Using this type of software also streamlines processes and reduces workload. If you don’t make it easy for reps to track and for you to analyze, the tracking won’t be adhered to and becomes meaningless.

Action

There’s no sense in tracking metrics if you do nothing with the results. It’s up to you as a sales manager to use results to inspire and improve performance. The type of data you’ll receive is indispensable in how it can help you uncover problematic areas before they become great landmines. Using real data to show progress ensures everyone knows where they stand. Sharing of performance data should be done in both public and private settings. In a team setting, you may wish to talk about group actions and problematic areas. While in individual check-ins, you can take the time to uncover the reasons why a salesperson might be underperforming and find solutions such as training, coaching, support or extra resources. By doing so you ensure that everyone in your team knows what they need to do to achieve targets and commissions.

By using CRM tools and performance management software plus making goal tracking a key component of regular team and individual meetings, sales managers can keep on top of their sales team’s efforts and avoid shocks when it comes to targets and objectives.

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