- Benjamin
๐ฆ๐ฎ๐น๐ฒ๐ ๐ ๐ฒ๐๐ฟ๐ถ๐ฐ๐: ๐๐ฒ๐๐ผ๐ป๐ฑ ๐ ๐๐๐ต๐
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.
๐๐ฑ๐๐ฎ๐ป๐ฐ๐ฒ ๐๐ผ๐ฎ๐น๐
Myth: You have to track the same metrics as your competition.
Better: Define metrics based on your vision, not others' plans.
๐ ๐ฒ๐ฎ๐๐๐ฟ๐ฒ ๐ข๐๐๐ฐ๐ผ๐บ๐ฒ๐
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.
๐๐บ๐ฝ๐ฟ๐ผ๐๐ฒ ๐๐ฒ๐ฐ๐ถ๐๐ถ๐ผ๐ป๐
Myth: The purpose of data is reporting.
Better: Use data to drive strategic decisions through reports connecting behaviors to desirable outcomes.
๐ฅ๐ถ๐๐ธ ๐๐ผ๐บ๐ฝ๐น๐ฒ๐ ๐ถ๐๐
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).
๐ข๐ฝ๐๐ถ๐บ๐ถ๐๐ฒ ๐๐ฒ๐ฎ๐ฟ๐ป๐ถ๐ป๐ด
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.
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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/