Build a New Stats Driven Sales Culture
It has always puzzled me when sellers and their managers view the idea of sales metrics as a negative, or at the very least as a complete waste of time. I look at sales performance statistics as a positive rather than a negative. In every professional sports activity, performance is gauged by the player’s stats. In fact, every player and their coaches, use those metrics to establish performance improvement goals. In sports, the stats are recorded by the player’s position on the team. Did you know that in football there are 77 different statistics in offense, defense and special teams? And, salaries for those players are inevitably linked to their performance results. I suggest the same should be true for full-time salespeople, and for Doer Sellers and Seller Doers. In fact, the purpose of this article is to recommend a cultural change in how sellers are coached and how they are compensated based on their performance statistics. I will start with the roles that make up the sa...