Don’t Punish Your Top Performers | Sales Strategies – Info Sales

June 22, 2018

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The other day, I got a call from one of my long-term coaching clients. He was excited because he had just blown away his sales numbers. He had a 7 million dollar quota and he closed 10 million, but he was also furious about being reprimanded for not putting in as many miles as the other field sales reps.

In this client’s industry, it’s traditional to be driving around your territory and going to see people. However, he devised some new strategies that resulted in him driving less. He was using email and the phone more often than his colleagues. He was getting people to come to his office instead of driving out to see them. He was building communities on his social media platforms and putting stuff in the mail.

As a result, he was building deeper relationships with multiple people and being more efficient because he was using technology. Using these strategies allowed him to bring in the most revenue for the company that year and even set a record, yet he was in trouble for not putting enough miles on his car.

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Mileage on a car is a vanity metric. It doesn’t give us any solid understanding of what the seller is doing to achieve such great success. The manager in this situation needed to take a different approach. They need to look at the seller and say, “What is he doing to have hit such a record number of sales? Why can’t we get the rest of the team to do the same? ”

So, don’t measure the wrong metrics. Make sure you embrace success on your team and when one seller is doing something different that’s producing incredible results, start asking yourself how you can apply their strategies to the rest of the team. Doing so will bring everyone to a new level and you’ll be able to accelerate your sales.