𝗦𝗮𝗹𝗲𝘀 𝗠𝗲𝘁𝗿𝗶𝗰𝘀: 𝗕𝗲𝘆𝗼𝗻𝗱 𝗠𝘆𝘁𝗵𝘀
While myths are powerful, they can teach the wrong lessons.
You want to define better sales metrics to meaningfully grow your business, not just follow others.
Myth: You have to track the same metrics as your competition.
Better: Define metrics based on your vision, not others' plans.
Myth: You want to focus on favorable results.
Better: Measure activity, results, AND outcomes. If you close a ton of new clients but they churn quickly, then you must re-evaluate.
Myth: The purpose of data is reporting.
Better: Use data to drive strategic decisions through reports connecting behaviors to desirable outcomes.
Myth: Compensation should be based on quotas.
Better: Recognize outcomes, collaboration, and initiatives tied to goals (e.g. separately reward BOTH introducing and closing deals).
Myth: Salespeople thrive in competition.
Better: Encourage employees to outperform their past quarters. When we improve ourselves, everyone around us wins.
Sales metrics are a learning device, and not a scoreboard, and help to optimize success.
I really want to thank Sanj Sanampudi for his wisdom and passion. His thoughtful rants against simple commission plans taught me to appreciate rewarding collaborative behaviors and holistic outcomes, not merely counting the final results.
Photo by Cristina Gottardi who can be found here: https://www.instagram.com/cristinagottardi/