How to Use Score Cards to Improve Inside Sales Performance

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Prominently displaying each sales reps’ numbers in your sales room can create a motivating atmosphere and positively influence the performance of your sales team. This works because sales people are generally a competitive bunch. Additionally, such a tool enables management to hold their sales team accountable for whatever results they generate.

Here at XANT, our sales managers attest to the importance of publicly showcasing all individual rep sales numbers. Jonathan Miller, Manager of the Sales Account Executives, uses whiteboards to motivate his team. “You need metrics and something to track them on,” Miller said. Whiteboards make it easy to see who is ahead and who is behind in their sales each day, encouraging the competitive aspect of the job. Jonathan firmly believes “you need to hold your reps accountable.”

Whiteboards are viewed similar to a scoreboard. Most reps, especially the successful ones, understand sales is a competitive field and that competing to get the most numbers on the board is just part of the game.

Of course, whiteboards aren’t the only method for motivating greater results. Other ways that encourage good morale are words of encouragement or “shoutouts,” fist bumps and high fives for jobs well done, said Miller.

It’s also been noticed that former or current athletes do well in sales because of their natural competitive drive and understanding of the mental aspect of the “game”. Instead of having cheerleaders and cleats, our sales teams have a communal gong, strategically located near the offices of the CEO and President. Yep. Every time someone closes a deal, they get to hit the swinging, metal plate to announce their successful conquest to the company at large.

Miller said they have tried using other methods besides the public whiteboard to motivate the inside sales reps, including reports reps could pull up on their computers and individual, 1-on-1 discussions regarding performance. Both tactics worked to a certain extent, but none has had the same results as the public scoreboard.

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