Reaping Profits from Metrics

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Fall, the season of Harvest, has officially begun, and for many, Q4 is fast approaching. The focus of harvest is yield and quality, so regardless of which quarter you begin on October 1, it’s time for a seasonal review of metrics, time to use them as a tool to motivate and achieve new levels of peak performance.  You’ll need a clear picture of the past and present, an understanding of strengths and weaknesses, a vision for how to achieve your goals over the next three months, and finally, a tactical plan for each rep. 

Start by carefully analyzing performance against metrics for the last six to nine months (longer for long sales cycles). First, assess team averages and then compare each rep to the team averages, you’re looking for trends and anomalies.  Ultimately, there is no one magic formula, it’s critical to take a hard look at each individual’s metrics in order to uncover personal key performance indicators.  Using the personal KPIs, develop a coaching plan that will inspire and deliver results for each sales rep. For each sales rep: 

1. Identify strengths and weaknesses.
2. Target one metric for improvement.
3. Run projections for increased sales based on that improved metric.  
4. Develop a simple tactical plan to achieve the change. 

Plan a 45 minute meeting with each rep, review both team and individual metrics and demonstrate how, over time, their sales have been affected by activities (or lack of) related to the metrics.  Show your top performer her strong conversion metrics, but also that a certain B player has a higher average sale price -  then demonstrate how she could increase her sales revenues if she had the same (clearly achievable) ASP.  Coach her to a tactical plan that will accomplish this new goal.   Develop that one repeatable action she can implement to affect her ASP.  Request a weekly email outlining progress on this implementation, and schedule short bi-weekly meetings to review the initiative.  Your goal is to have each sales rep leave your meeting inspired by their new goal and action plan. Consider teaming up the reps who have similar action plans, and scheduling progress reviews as a group to share best practices and challenges.  

Follow-up on this initiative is as important as the follow-up needed to close any sales deal.  Coach to individual success and you’ll reap the finest results from this season of harvest.  By Thanksgiving you’ll be celebrating the bounty!