Ideas!

Just because you or sales team finished the year with the highest revenue production does not necessarily mean you are the best.  Maybe you just got lucky.  

Certainly you’ve had years when "that turkey" finished ahead of you.  Luck was the only way HE could have done that, right?  How should we determine “Rep-Of-The-Year” status?

“Just how good are you anyway?"

While revenue production will always be the indicator of sales ability, it is certainly not the only important one.  We have found, in fact, that measurement and tracking of key skills that lead to sales is an extremely effective path to continuous improvement.

Here’s an easy-to-use method to get started…. 

Step 1 - Identify the top ten key skills required for sales success in your firm.

Step 2 – Rate every sales rep and manager (and yourself) against each of those skills.

Step 3 – Repeat the assessment every 90 days.

Step 4 - Add to or modify the top ten skills list to reflect business changes.

Step 5 – Formally track and report on progress.

What you’ll have at the end of the year is a balanced scorecard of sales performance.  These ratings, along with revenue production, will tell you the true identify of the Rep-Of-The-Year.  Click here for a sample set of sales skills and a rating system. Then get started!

Think about it…