Tired Of Unproductive Sales Meetings? Stop Reporting, Start Tracking!
Everyone from sales managers to reps in the field dreads the weekly sales meeting.
Alas, sales reporting meetings are the same every week: People gather to offer their latest excuse for missing the quota, while gushing with optimism about the possibilities for next week. The meetings are excruciatingly annoying and largely unproductive for all involved because despite all the yap-yap-yapping, no one is quite sure why people aren’t hitting their numbers.
Fortunately, the meetings don’t have to be this way. Sales Benchmark Index recently shared an article about how tracking tasks, activities and outcomes can be more productive than reporting because it shifts the nature of the meetings from “reporting to tactical planning.”
“When managers focus solely on top line or bottom line numbers, they lose,” the article states. “These metrics are lagging indicators. You don’t know you’ve missed the number until it’s gone.”
While we absolutely agree that tracking activities as leading indicators is much more productive than simply reporting on past activities, it’s important to remember that activities don’t always drive results. Sometimes, activities just drive more activities.
With that said, if sales managers pay attention to metrics related to tangible outcomes — which in most cases are revenue — they can track the progress of their journey to that outcome.
The Tellwise Nutshell (TTN): Don’t just run around tracking numbers or shout out “statements” without supporting evidence. Make sure that everybody understands the activity is not the end result; it’s on the path to the end result. In your regular revenue forecast meeting, state your revenue goal and support this by going through your top 20 percent sales opportunities (which usually make up 80 percent of your revenue) by sharing current sales stages and specific planned activities to close them.
Source: Sales Benchmark Index, November 2013