One of the most powerful things I have ever learned in managing salespeople is the power of posting results visibly. When I do that results go up 20% almost overnight. I don’t care what it is; dials, appointments set, demonstrations, closes. Now of course, depending on length of sales cycles, it takes time for more results-based numbers to show.
I think sales reps are extremely competitive. They are the competitive athletes, the warrior class of the business world. The most correlated measure when I hired top performers was a competitive resume in athletics in college or high school. They can’t stand to be beat, or to be second. (see my blog on “Hiring Athletes… A Great Bet for Inside Sales Jobs“.)
My friend and mentor Jeff Call taught me this principle when I was back at FranklinCovey managing the fastest growing department in what was then one of the fastest growing companies in America. He would have me post the individual and team stats every day. And our numbers kept rising.
Where did he get the principle of performance visibility? “Putting the One Minute Manager to Work” by Ken Blanchard. Ken was a guest lecturer and a bit of a mentor to us at Franklin during those days. His other book “Raving Fans” had also been a recent hit.
Thanks Jeff. This is one of those gifts that keeps on giving!
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