If you want to improve individual sales performance, start with examining what your top performers are doing
Last week I had asked my AE’s and SDR’s to email me their Top 5 target opportunities for the current quarter. For my AE's I asked for their Top 5 opportunities in which they were intending to close within the current quarter and for my SDR’s I asked for their Top 5 target accounts in which they're pursuing and intending to transition into opportunities. Each email response was to be submitted as a direct reply and not a reply all.
We embarked on this exercise for three reasons: the first being so we can identify where our primary focus and attention should be to ensure we hit our revenue goals, the second so I can hone in and provide executive level support on deals that are key targets for us, and three (and oddly most important for me) so I could gauge how deep each rep was into their deals. The results varied and frankly eye opening for me. The varying levels of granularity or non-granularity when detailing WHERE deals were in the process, WHY the prospect was buying our product, WHEN they were buying our product and WHO they were speaking to was staggering. There were two exceptions however. My two best performing sales reps articulated the above with crystal clear clarity. In other words, they demonstrated to me that THEY were in control of their deals. Coincidence? I think not.
In summary, there is more than one way to examine top performer activities and traits. I am definitely interested in hearing your tactics and ideas for examining individual performance that go beyond the typical tactics used by managers today. You know, like dashboards, reports and call tracking. How can we as sales leaders pass on the traits of our best performers to our lagging sales reps which could allow for others to rise up?
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Ryan Lallier is a proven sales leader and builder of high velocity sales machines.