Posted under Sales
from 70 days ago

If you measure your results by activity alone, these salespeople are doing well—especially compared to their peers who are doing far less in a day.

Sales managers in the past measured activity as if it were the only variable, mostly because it was the only thing they had direct control over. They could literally insist that their salespeople do more work. In many cases, this resulted in greater sales, because increased activity is always the right answer when too little activity is being taken.

The problem with managing only activity is that it absolves you, the manager, of your responsibility for improving the salesperson’s performance.

Outcomes > Activity

All the activity a salesperson takes needs to generate outcomes. The outcomes are what matter, and focusing on activity alone doesn’t speak to the salesperson’s effectiveness, nor does it speak to your effectiveness as their leader, manager, coach, and ...


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