Wednesday, March 14, 2012
Friday, March 9, 2012
The Efficacy of Sales Leaderboards:
Author: Ryan Lallier - CEO, RepTivity @RLallier
If you're a sales professional you've probably seen your name on a spreadsheet or whiteboard a few times. The purpose of these "tools" is to track sales performance, particularly activity and revenue. Make no mistake about it, when it comes to sales environments the only purpose a spreadsheet or whiteboard has is to rank you vs. your peers. Managers look at two things - who is winning and who is losing. In simple terms, they are viewing their companies sales leaderboard.
The good news is, you can do something about it. Check out this video on using a real-time sales leaderboard for your organization.
"Setting an example is not the main means of influencing others; it is the only means." - Albert Einstein.
If you're a sales professional you've probably seen your name on a spreadsheet or whiteboard a few times. The purpose of these "tools" is to track sales performance, particularly activity and revenue. Make no mistake about it, when it comes to sales environments the only purpose a spreadsheet or whiteboard has is to rank you vs. your peers. Managers look at two things - who is winning and who is losing. In simple terms, they are viewing their companies sales leaderboard.
So why do so many organizations still use whiteboards and spreadsheets to track sales performance? Especially since both formats tend be static, meaning they are updated maybe twice per day or emailed out once per day. Every sales person wants to know how well they are doing and where they stack up versus their peers but, how is seeing your name on a whiteboard fun? How is receiving a spreadsheet at 5PM everyday motivating? I know what you're saying - "our organization uses the dashboard option in Salesforce.com" Again, not fun nor motivating. Dashboards are tools made for managers. Like whiteboards and spreadsheets, dashboards are purely analytical.
More questions. Why are sales organizations slow to adopt a real-time sales leaderboard that updates as soon as a sale is made? Or, when an opportunity is created and ones pipeline increases? Why are sales managers so quick to give up on contests, prizes, spiffs and internal competition after only a few attempts? The answer is simple - spreadsheets and whiteboards fail to creatively recognize sales leaders in a public setting. The result is loss of interest by your sales reps. The good news is, you can do something about it. Check out this video on using a real-time sales leaderboard for your organization.
"Setting an example is not the main means of influencing others; it is the only means." - Albert Einstein.
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