Re-framing The Sales Performance Debate
There is a simple equation with which all the best sales managers are familiar. It is the ‘activity multiplied by effectiveness’ formula at the core of sales success.
We published an article recently on how the activity by effectiveness formula can be used as a powerful exercise in your next sales team meeting. It involves some creative thinking so as to get the discussion going and re-frames sales performance in terms of the two dials on the dashboard of a car (as shown in the visual above).
Using this approach is quite clever. It should enable you to get a consensus on the key opportunities for improving sales performance, while side-stepping the issues of personalities and politics that can often get in the way of taking action & making change.
Visit Buyer-Seller Insights to read the full article and get the tools you need to use the approach at your next sales meeting. The sales performance dashboard (another name for this technique) is part of the Sales Strategy Pitstop toolkit for accelerating sales strategy – to find out more about it please click here.