3 Ways to Get Reps to Own Their Sales Metrics
Metrics can be a sales leader’s secret weapon. The best CRO's, VP's and Directors of Sales manage their teams to hit the metrics they need to support the overall quota. They achieve consistency by creating a plan and hitting it.
The best sales leaders also instill ownership of these metrics by their reps. When reps own their metrics, it's a mindset shift that turns them from reactive into proactive businesspeople with a goal and a plan for how to get there.
Here are 3 ways you can get your team’s skill level up when it comes to managing and hitting their metrics and goals.
1. Weekly sales metrics inspections:
What it is: Each week, one rep or team runs through all of their KPI’s. This can span from calls to lead conversion to demos, pipeline, close rates and ASP. It’s a full exam of that sales rep or sales team’s metrics. Other sales reps and sales managers are present. The sales rep or team is compared against all of its peers to see where they are strong or weak in relative terms.
Why to use weekly sales metrics inspections:
The presentation is on the rep or team leader, so they need to be a master of their metrics.
It’s a chance for peers to ask questions and probe. This gets everyone thinking like a VP of sales.
The whole team can learn when the person presenting is strong or weak. For example, if the presenter has a fast sales cycle and high ASP, everyone can ask questions to figure out how they are getting it done.
2. Monthly report for top reps and bottom reps:
What it is: At the end of the month, a report is sent to the entire sales team or company, showing top and bottom performers. The report has a comprehensive set of metrics so everyone sees who made the most calls, who set the most demos, who had the best close rate, who had the highest ASP, etc. And the same for who had made fewest calls, closed the fewest deals, etc. This can be combined with sales rep scoring, so that for different roles, if you want to stack-rank all the reps on just one number, you can combine multiple metrics into just one score, to see which rep scored highest.
Why to use monthly reports for top and bottom reps:
The transparency and visibility drives results when you want reps to log their activities and perform at high levels.
It fosters healthy competition to be the top sales rep every month.
Metrics can be tied to incentives and this process can be gamified.
Other parts of the company see that sales has real goals and a plan. This can drive other teams to help support sales.
3. Daily sales standups
What it is: Each morning, yesterday’s sales metrics get reviewed. This should be done in small teams (fewer than 10 sales people). The whole meeting should be 20 minutes or less. Generally, basic sales metrics are reviewed, like number of calls, emails, demos set, any opps opened or deals closed. Each rep’s metrics are reviewed briefly to see if there is anything abnormal. Anything noteworthy can be discussed, like a cadence that’s producing lots of demos, or an interesting sales conversation.
Why to use daily sales standups:
The metrics review can be combined with a prioritization discussion to get everyone on the same page for the day.
Checking sales metrics daily keeps reps on track throughout each month, so there aren't surprises at the end of the month.
Reps that had a weak day can’t hide -- they're compared with everyone else, and if they didn’t perform the previous day, today is a chance to correct it!
Read Alex Laats’ post on how standups can improve AE performance.
Getting your sales team to own their metrics is a force multiplier for your team. It can turn a bunch of individual reps into mini VP’s of Sales. It will foster more ownership and initiative within the team to make sure they stay on track with their metrics and hit their goals.
Rekener’s Sales Rep Scorecards support sales leaders to manage their team with metrics. Sales Rep Scorecards can track any sales metrics by rep or by team, quickly and easily and over any time period. Rekener customers are driving all of the types of meetings and reports described above, using the Sales Rep Scorecard app.
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Greg is COO and Co-Founder at Rekener. Greg’s entire career has been focused on using BizOps to grow recurring revenue businesses. Before joining Rekener, he served as VP of Operations at ZeroTurnaround, where he built its BizOps practice and team. He did the same for the AVOKE call center analytics business, a SaaS company within BBN Technologies. He got his start in BizOps for recurring revenue businesses while at AppNeta.
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