The Power of Measuring Behaviors in Sales Management

In the previous article we discussed what some sales behaviors are and how to make the most of each behavior by determining a specific purpose prior to the action. The importance of behaviors is they are the essential thing we can control and because we can’t control outcomes. Today we’ll take it to the next level by measuring these actions.
 
In the world of sales management, the old adage "You can't manage what you don't measure" holds true and is more critical than ever. Measuring behaviors is the crucial second step toward creating stronger, more robust pipelines, enhancing sales intelligence, and ultimately achieving better results.
 
When we measure behaviors, we gain insights into what drives our outcomes. This allows us to predict and influence those outcomes, giving us a powerful tool to guide our sales efforts. By focusing on individual behaviors, we can fine-tune our actions that lead to the desired results.
 
Neglecting to measure behaviors can lead to inconsistent or unpredictable results, leaving sales teams to hit or miss their targets. This approach does not support the growth of B players into A players, as there is no clear understanding of what actions lead to success. We’ll address growing B players in a future article.
 
Measuring at the individual level is an equalizer within the team, allowing for consistent results regardless of an individual's current performance level. This means that both B and A players can work from the same playbook and produce reliable outcomes, lifting the entire team to new heights of success.
 
In conclusion, utilizing measurement as a management tool in sales is invaluable. It not only allows for a deeper understanding of the driving forces behind success but also provides a framework for consistent and sustainable growth. By measuring behaviors, we empower our teams to achieve their full potential and drive greater overall success.
 
Next time we’ll go to a whole new level, which is what I call the “secret sauce” of sales measurements.
 
 
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Joseph Skursky has led sales teams to double (2X) and triple (3X) revenue in 7 months or less. His teams became more effective and efficient and made more commissions than ever in their careers. Contact him here to learn more about how he can help you and your sales team dominate your market space. No sales pitch, just brainstorming solutions for you.