Innovative sales leaders have realised the fastest way to increase sales is by “maximising the middle”. The “Sales Executive Council” call out that driving a mere 5% performance increase in the middle ground sales performers yields a whopping 70% increase in revenue.
As sales leaders, we know our sales process. We know what the right steps are to navigate it. Yet we persist in rewarding only for the final step, for a single sales metric, when we should be driving high-quality sales interactions throughout our deal lifecycle.
In conclusion, driving an improvement across your team and sales process by breaking it down into multiple sales metrics will deliver increased sales, faster.
Reward multiple sales metrics & ‘Maximise Your Middle’!
Avoid the cost of firing your Larry Laggards and dodge the risk & time associated with the recruitment, training and ramping of a new set of sales hires. Instead, this innovative approach focuses on coaching and motivating every sales rep across your whole sales process to increase the chances of creating more Paula Perfects.
Modern sales techniques focus on using data analysis to identify the frequency and timing of the activities exhibited by the most successful sales reps across the sales lifecycle. The activities that ultimately result in positive sales outcomes.
This series of sales metrics or “winning way” can then be used to guide and nudge every one of your sales reps, across every deal. Reps are coached and motivated to exhibit the right sales behaviours at the right time. The result is accelerated deals cycles and increased likelihood of closure.
By breaking down your optimal sales process into manageable sales metrics, you will be better placed to coach your sales reps and prompt them to follow best practices for every deal. This approach quickly enhances sales productivity & effectiveness. By reinforcing the “winning way”, you can quickly ensure your sales team grow stronger together.
Avoid the common mistake of rewarding only for a single sales KPI – closed deals. Inspire your sales teams to achieve daily by rewarding for sales metrics that span the whole sales process.
For more information on deploying behavioural motivation to drive sales, feel free to get in touch with our expert team. They can guide you on how best to rapidly increase your sales performance.
Where do I start?
You are already sitting on the only resources you need to bust your quarter; your team and your CRM tool. All you need to do is motivate and incentivise the sales journey as well as the destination.
The sheer volume of behaviours, indicators and data can be daunting at best. To put your mind at ease, we have put together a checklist of Leading Sales Metrics you should think about tracking to ensure your team is on the right path to bust the quarter.
Alternatively, read our latest eBook that outlines how innovative sales leaders are increasing sales performance by clicking on the button below.