Motivation through Sales Metrics
In another live case study we analyze sales metrics and how they reflect a Rep’s sales DNA. We analyze the work plan of a rep Brian managed that produced consistently, followed a rigid work plan, and as result the metrics became levers for keeping performance on track.
About This Episode
On this episode we do another virtual case study on using sales metrics as a source of sales rep motivation.
Brian kicks off the conversation talking about a rep he took on through an acquisition. This rep was a textbook salesperson with a mission. We go into how this mission will drive success
From a metrics perspective this rep was consistent, and his sales metrics reflected that consistency. Knowing how he operated he needed less of a sales manager and more of a sales coach. Someone to keep on track.
We discuss sales DNA and learning what a sales rep looks like based on their DNA. Once this DNA is recognized, it becomes easy to pull the right levers to move the needle.
Robb talks about to provide reps with systems and support in the sales operations process. What tasks should the rep own what tasks should belong to others? We discuss how to approach this.
We then discuss the activites that are required and how you can use ConnectWise sales activity points to manage the Business Development efforts.
We also discuss one critical trait that successful sales people have and how that supplements motivation and drive.
Episode 35 Brian Doyle vCIOToolbox (and Co-Host) "Why Strategic Account Management is Vital to MSP Success - The vCIO Role" Brian Doyle, in addition to being the host of this podcast, is the CEO and Co-Founder of vCIOToolbox a Strategic Account Management...
Episode 34 Jesse Hill Tier 3 IT Solutions "Treat your team well and good things will happen" Jesse is the second generation operating Tier 3 helping take it from a retail break-fix company to a Managed Service focused machine.Hosts Brian Doyle Tim McNeil Robb...
Episode 33 Abe GarverFocus Investment Banking "What MSP's can do to prepare for M&A in 2021" Abe Garver and Focus Investment Banking are Merger and Acquisition specialists focusing on the small to mid-market Managed Service Providers with transaction sizes...