Benchmarks Of Sales Team Excellence

Numbers matter, but they sit flat on a screen or a piece of paper

. Your sales team is a living, breathing organization of people who have names, families, and motivations, all of which cannot be quantified and placed on a spreadsheet for analysis. Sometimes, a report can tell you where you may need to shore up any weaknesses, but other times, it can actually hinder your efforts to improve your sales team. Instead, you may want to give their analysis the personal touch.

Read the Report, Then Confirm

For some people, the facts of the matter begin and end with the facts of the matter. For the rest of the world, there are a lot of different factors which are going to influence the bottom line that you are seeing in a report. Whether it is a monthly, quarterly, or annual report, you have to take a lot of different circumstances into account. If you need to do so, speak with your team about the results that you are seeing. You can do so individually, or as a group, but the results should be the same.

Negative Feedback is Not Always a Bad Thing

If you never got a complaint, you would not know where to begin on how to improve yourself. Sometimes, both getting and giving negative feedback can be exactly what your sales team needs. If your sales team is not performing at the right level, it will be constructive criticism which will ultimately lead them to excellence.

Positive Feedback is Not Always a Good Thing

What happens in one quarter may not be repeated in the next. In order to get your team operating at the right standard, you need to make sure that consistency is valued over positive spikes in your reports. It is much better to have a team that consistently earns a very respectable profit than it is to have a team that really knocks it out of the park one quarter, only to swing out in the next.

Signs of a Good Team

If your team is communicating with one another and supporting one another, then they have already passed one of the most crucial benchmarks of excellence with flying colors. With continued support and open conversation, your team will be able to build toward goals that you may have never even imagined. It takes determination, listening skills, and the right leadership and communication to really bring a team together and to keep it focused on the right targets.

by: eugenejmunoz

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