Reposting this nugget based on several recent coaching calls about ‘Activity vs. Productivity’ and Sales Team FOCUS.
Here is a format we use for Sales Meetings – a weekly review of activities from the Sales Team.
Update on activity:
Number of visits
Number of asks
Update on productivity:
Number of commits / declines
These metrics provide an objective dashboard that speaks volumes.
“What gets measured gets done.” – Tom Suddes
It’s very easy to get sidetracked. Make it very clear, for yourself and for your sales team, that the first measurement will be number of times we got out of the office to go visit with people. Even without the perfect materials, we know this will have a tremendous positive impact on your organization.
The dashboard creates accountability.
Following on the first point, if you’re a manager you can set goals with your team around number of visits/asks. This ties back to accountability and performance.
The dashboard points to what’s working and what’s not.
Two months ago I was working with an organization that was making 15 visits per week. It was logging only a few ‘commitments’ and no ‘declines.’ We were able to zero in on this and it turned out the staff wasn’t really asking – if you’re asking, you’re going to have some declines! Instead, they were walking through the numbers and ‘hoping’ the prospect would select to give. We did another training session around ‘the last three feet’ of the visit and the numbers then improved.