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Measuring Progress Beyond Sales QuotasMembership salespeople are a different breed. Driving revenue for a chamber of commerce requires individuals with specific skill-sets and a penchant for getting up quickly after being knocked down. Though they may march to a different drum, managing salespeople and supporting their efforts to reach their goals should not be all that different from the way you manage the rest of your chamber team. It's important to evaluate how each month went, but tracking monthly sales goals alone isn't good enough. Why? Sales results are a trailing indicator. By the time the numbers are tallied, it's too late to help when a salesperson failed to achieve their goal. This approach places your salespeople in the unenviable situation of being evaluated on a pass or fail scale. It's critical for leadership to know how the team is performing in real-time. Sales activities are leading indicators that reveal whether a salesperson is on track to make quota. It's not complicated. These are all the critical sales behaviors and practices that must be accomplished to ensure there are enough prospects in the pipeline and that opportunties are progressing through the sales funnel. Identifying and tracking your chamber's key sales activities keeps your membership team aware and focused on the right habits that drive results. Tracking also takes the guesswork out of performance management by creating a logical system of accountability. It simply isn't reasonable to expect your membership team to deliver consistent results without guidance and support. Your membership team needs and deserves structure, process, and daily expectations. Their efforts should be recorded, tracked, and evaluated. Doing so allows leadership to assess progress in real-time, readily detect when a salesperson is struggling, and provide well-timed coaching to help improve performance - before the end of each month. If you've been relying solely on monthly sales goals to evaluate your sales team's performance, it's time to flip the script. Use these concepts to provide the structure and support to help them grow in their jobs, meet their goals, and drive more revenue for your chamber. As always, we encourage you to practice this technique, make it your own, and let us know how it goes. Remember, we're easy to talk to. Feel free to reach out with questions about this technique or other issues. Sign up to receive our Mid-Week Membership Sales Tip delivered to your inbox every Wednesday. |
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