Strategic Direction Blog

Sales professionals would typically be evaluated on their ability to achieve quotas and generate sales. In today’s economy however such clear-cut metrics don’t always reflect true efforts.

Sales/revenue goals are important when measuring effectiveness, but they cannot be the sole determinant of performance in down times. Other criteria such as net activity levels, attitude and motivation are equally important, as they demonstrate an individual’s efforts to keep the company visible in the marketplace.

Are your sales professionals bringing positive outlook? Are they aggressive and proactive at identifying and qualifying new prospects? Are they doing what it takes to close sales in a bad economy by working harder to build out their prospect pipelines to achieve the volume necessary to generate returns?

Top sales professionals with a deep understanding of the company’s products and services remain the best weapons in this economy. The key to success in this economy is to arm them with qualified leads, proper coaching and good training then turn them loose!

As a good manager you’ve probably noticed differences in how your team members operate, in their work styles, and also their preferred methods of communication. But have you consider whether they are an AM or PM player? By that I mean, what part of the day are they most productive. Is it the morning or the afternoon?

A recent survey found that 4 in 10 people are at their best after lunch! Many managers expect full power by 10:00 am and are disappointed when they simply don’t get it.

This week, begin to notice at what point in the day the members of your team get the most done. Maybe even give them a project for the day and notice at what time they complete it. Once you begin to see a pattern emerging, you’ll be able to use this information to gain better results.

So, next time you need something done by a member of your team, you can ensure you present it to them at their optimum working time!

Simple! And incredibly effective.