Apr 29, 2022
In this podcast, I share my thoughts and experiences on the right way to determine and manage the KPIs that support your sales process.
Many uninformed sales managers approach this very destructively, thinking their way is constructive. We don't know what we don't know, and during this show, I aim to fill in some gaps in knowledge and mindset. It is a lot less complicated and much more effective if you manage your salespeople "by the numbers," which means using measurable results for sales and sales-related activities for your evaluations.
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However, as a manager of salespeople, you must always keep on top of mind that behaviors create the numbers.
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The most significant misstep sales managers can make overly focusing on the numbers. They use the numbers as a bat over the head of underperforming salespeople and sometimes top performers, which I've never understood. Taking this approach is fraught with unintended consequences.
Sure, you can drive short-term numeric improvements by banging on your team about the numbers, but is that really what drives sustainable long-term results? Never. It creates a wedge between you and your sales team members that is often difficult, if not impossible, to recover.
The most effective sales managers use measurables or numbers to indicate some missing or flawed behavior. As a Sales Manager, the numbers require you to conduct a "root cause" analysis and determine what is taking place where these numbers are being affected.
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Vaughn is the co-founder of Results-Driven Leadership. He is a leadership development expert, podcaster, and author. His methods are brought from his real-world experience working on the front lines and living the role of being a high-impact leader and manager. His coaching and training programs offer no theory, just common-sense advice, and direction. He is a former executive with Carmax, the world's largest and most respected company in the auto industry, and is a Fortune 100 Best Places to Work.
Vaughn's mission is to improve the impact of executives and other managers by increasing their knowledge, skills, and abilities.
His motto is "No matter what business you're in; you're in the people business."
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