The Blind Leading the Blind....
Chantelle Fraser
Founder | SaaS & CX Strategist | Digital Transformation & Change Leadership | Business Growth Architect
I have been a Sales Head in so many different formats. I am sure a lot of you have too.
For many years I believed I hated managing people but that is far from the truth. Now that I have had the chance to take a step back, I really loved it because I love upskilling, serving and watching others grow and I absolutely savor those moments when you watch someone achieve a win. It sets your heart on fire.
What I actually hated about Sales management was that feeling of incessant blindness.
Simply put if you have the right tools and the real-time data that is updated in real-time it cuts out all the BS conversations you have in sales meetings. I have never been a fan of BS and I absolutely believe that if you in sales you need to know your numbers. In fact, I believe everyone in the business needs to know the numbers and that is why my style has always been one of 100% transparency.
Yes, it's tough on some but I like knowing what I am dealing with, and I expect my team to know the same.
How can you claim to be a team if only one person knows the numbers? Crazy right.?
So, this is why I keep going on and on about this new thing called Goals.
It’s not about another cool software feature. It's so much more than that....
Your sales team is made up of completely different people.
That means they sell differently, they have different strengths, they have different experience, they talk differently, they have different beliefs, values, and I can carry on talking about this......
Your responsibility as a Sales Manager is to get into a position where you can see your team members performance against their goals in real-time.
Why?
It's simple, so you can do something about it now and not sit in your management meetings and just share the bad news that 80% of your team did not make target.
If you know what is happening in real-time, you can dedicate your time to the people who need your help and guidance and increase the contribution by every individual.
No more gut feelings, real results in front of you.
As a Sales Manager imagine not having to have any more BS conversations and spending an hour hearing 60 excuses why I 80% of your sales teams did not achieve their sales goals.
Goals is not just about the revenue target.
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Every salesperson on your team is different so that means you need to have a tool that enables you to set individual goals that could be a number of calls, a number of meetings etc. for each specific salesperson to achieve their ultimate goal.
One size does not fit all and that is clear. In most businesses’ 20% of your sales reps are making 80% of your sales revenue and at some point, your motivational speeches and quotes do not move that meter. You need to know your numbers so you can roll up your sleeves and get involved at an individual level.
?One more thing….
You have probably heard the term “the goal posts keep shifting”. Yes, they do, we work in a competitive world today, so that means you need a tool that will enable you to be agile and make changes to goals quickly.
Make sales fun again!
Goals is LeadSquared's sales performance tracking tool, designed to measure and improve business outcomes across your organization. It empowers teams to set, track and achieve their targets, and provides managers with insights into collective and individual performance.
You can start driving the right behavior using Goals.
Achievements are tracked in near real-time so managers and teams can directly see the impact their work has on each goal. In addition to motivating team members, it helps managers appreciate accomplishments and address the challenges their teams face.
Here are a few simple examples of metrics you can measure and improve using Goals –
Just message me if you want to know more.
Always happy to help another Sales Professional.
071 300 9435