Instead of relying on a few top performers to hit your targets, you can ensure the whole team contributes. To do this means knowing the high-value sales behaviours that are driving successful outcomes. That way you can build a picture of where each rep needs the most help.
There is a huge array of sales behaviours you can track. For example, those reps that always update their deal next steps with a meaningful description. Or those that never allow a deal to remain in a single sales stage for more than 30 days.
Being able to track such measures means you can reward people for what they do throughout the whole sales cycle, not just at the end. This will motivate people who might be full of verve at the start but drop off later on. And if you could track the careless behaviours – such as reps that constantly amend the deal close date – you can help them change.
‘Moving the Middle’
Using an insight-driven and gamified approach you can motivate individual low or average performers to improve. In effect, you will ‘move the middle’ of your sales performance bell curve and shift people towards hitting their targets.
The results of a study by the Sales Executive Council shows that a 5% performance increase across the core team yields over 70% more revenue. (Compared to a 5% shift in top performers’ productivity.)
SuMo gives you a faster way to achieve these results by providing the detailed behavioural insights you need to personalise your sales coaching. And we can do it for your whole organisation, not just one team. Imagine the impact.
Here’s some essential reading:
Incentives That Accelerate Sales
A Practical Guide
Want to Increase Sales Performance?
Discover The 6 Sure-Fire Ways to Increase the Output of your Sales Team
A Guide To Successful Sales Enablement
Implement a Strong Enablement Programme