3. Focus on the leading indicators of success
Posted: Mon Jan 27, 2025 8:58 am
In these cases, you likely have a mix of attainment on your team, with some reps hitting their quota, others with a chance, and some that won’t. That means that across your team, the levels of individual motivation and satisfaction is variable. But if you’re going to hit your team number in this scenario, you need everybody on your team to contribute, regardless of where they sit against their individual targets.
Top-performing reps may be inclined to “sandbag” or slow down if they’re already well past their number, and start planning for a strong Q1. Low performers may have given up on their number and feel a reduced sense of urgency and hustle at year-end.
If you want (or need) everyone on your team to contribute, make them feel attached not just to their individual success but to their team’s success as well. Make sure everybody knows what the team goal is and how you’re trending. Celebrate every win along the way, regardless of how big or small or who drove it. By doing that you’ll create a culture where everybody is doing their all to contribute because they all feel emotionally invested in the group’s success, not just their own.
When I was at Salesforce, we used to talk a lot about the venezuela telegram data concept of “Doing it Right vs Getting it Done”. The dream state, a rep is getting it done and doing it right. What is your best alternative to that? Some may say getting done is more important than doing it right. Others may say the opposite. But the best, high-growth leaders will take doing it right over getting it done the wrong way ten times out of ten.
If you stay focused on doing the right things, building the right behaviors, and focusing on the inputs, the results will come.
One of the best ways to reframe the performance of somebody who may not be at their revenue goal is to assess whether or not they’re doing the things that will ultimately lead to success in their role. The leading indicators.
What type and quality of prospecting outreach is the rep doing?
How many of those type of actions does it take to build enough pipeline?
How much of that pipeline should come from inbound vs. outbound leads?
How much of that pipeline do I need to hit the revenue number?
Top-performing reps may be inclined to “sandbag” or slow down if they’re already well past their number, and start planning for a strong Q1. Low performers may have given up on their number and feel a reduced sense of urgency and hustle at year-end.
If you want (or need) everyone on your team to contribute, make them feel attached not just to their individual success but to their team’s success as well. Make sure everybody knows what the team goal is and how you’re trending. Celebrate every win along the way, regardless of how big or small or who drove it. By doing that you’ll create a culture where everybody is doing their all to contribute because they all feel emotionally invested in the group’s success, not just their own.
When I was at Salesforce, we used to talk a lot about the venezuela telegram data concept of “Doing it Right vs Getting it Done”. The dream state, a rep is getting it done and doing it right. What is your best alternative to that? Some may say getting done is more important than doing it right. Others may say the opposite. But the best, high-growth leaders will take doing it right over getting it done the wrong way ten times out of ten.
If you stay focused on doing the right things, building the right behaviors, and focusing on the inputs, the results will come.
One of the best ways to reframe the performance of somebody who may not be at their revenue goal is to assess whether or not they’re doing the things that will ultimately lead to success in their role. The leading indicators.
What type and quality of prospecting outreach is the rep doing?
How many of those type of actions does it take to build enough pipeline?
How much of that pipeline should come from inbound vs. outbound leads?
How much of that pipeline do I need to hit the revenue number?