Measure This Metric To Guarantee Explosive Sales Growth

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I had a conversation recently with a business owner about the challenges of finding good sales people. His frustration was obvious. He talked about the time and resources he has invested to find, hire, and train salespeople only to have them leave within the first year or two.

Has this happened to you?

The cause of this problem is related to the change in how our economy values talent. During the industrial economy the salesperson was trained to know the features, functions, and benefits of their product. Armed with this information the goal was to get in front of as many buyers as possible to, in essence, show up and throw up. There was no understanding of the needs or critical issues in the prospect’s mind. You had value if you could study, retain, blurt out…repeat.

Related: Why “Show Up and Throw Up” Doesnt Work in Sales

We have moved from an industrial economy to an intellectual economy. What are the keys that drive our new economy? It is the output of the human mind versus machinery. The prior economy relied on labor and efficiency. Now, we value knowledge, creativity, collaboration while leveraging operational systems such as CRM, Google Analytics and social networks.

What does this have to do with sales?

Intangible assets are what make the difference in sales today. Most products today are bought based on brand, reputation, service and other intangible factors. These factors are “soft skills” and they need to be measured if you intend to hire and retain the best people.

Empires of the future will be empires of the mind” – Winston Churchill

We used to make food, then we made things, now we make ideas” – Seth Godin

Salespeople today have value because of their intangibles. If you do not understand their intangible assets, or use outdated metrics to measure success it will lead to a decline in profitability.

Here’s a snapshot of today’s workforce: Employees work offsite. Little or no management or oversight.  It is assumed they are contributing value. Wrong metrics are used based solely on the balance sheet. The result: we are measuring and managing in a way that is not sustainable. That is why salespeople leave early and you feel you have little control of the situation.

What used to be unmeasurable CAN be measured. Take control of the hiring and retention process by using tools that will measure things such as leadership qualities, accountability, goal focus, personal drive and so much more.

I help businesses maximize sales performance by making tangible their performer’s intangible assets.

If you want to learn more about how to measure intangible assets to guarantee success in your sales efforts, contact me for a demonstration.

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ABOUT THE AUTHOR


Michael

 
Two things in my DNA lead to a career in sales. My curiosity and my love of building relationships with quality people.

I believe the best sales organizations invest in the development of their people. You improve the sales process when you improve the people involved. I have seen firsthand sales organizations that did not believe in the professional and personal growth of their people. The result? Friction, confusion and underperformance.

Consistent sales growth is one of many challenges a business faces. In my role as a consultant I have the opportunity to dig deeper to uncover issues related to strategy, communication, and professional development.

To quote Daniel Pink; “we are all in sales now.” My promise to you is to develop the people in your organization who serve your customers. It’s no longer just the Sales Department. Your sales strategy must be crystal clear, and communicated respectfully throughout your entire organization.

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