Hi. Jim Pancero, helping you become a stronger leader of your sales team. One of the ways we can improve our sales team is we need to track progress. I've not found any motivational environment better than being able to show somebody that their numbers are improving, because of the efforts they're putting into it. As managers, we need some way to show them when and how things are improving.
If you're asking people to make a lot of calls for the week, it becomes very demotivational because they think that nothing's working, and they're not having any payoff from it, just because of the high volumes of what they're doing. And when you're doing high volumes of anything, you don't tend to see the details of the improvement, unless you're tracking these numbers.
When I was doing a lot of outbound calling, I used to track how many times I dialed the phone, because it was just a good volume number of attempts to do something. How many positive messages I left, how many negative messages, how many conversations turned into something productive that's now in my sales channel. The idea being, that the only way we're going to know we're improving is if we have some way to quantify how we've come from, where we were to now achieve where we're going today.
We can only do that by tracking numbers. This doesn't have to be computerized. This doesn't have to be part of your CRM system. It could just be a piece of paper, your sales rep tracks. But by only tracking how we've improved, is the only way we're going to know that we have improved. What can you do to improve some of the number tracking and the number processes of what you're doing, to be able to help your sales team be more motivated, by seeing that the results and the efforts they're putting in are paying off because the numbers are improving.
I'd love to know how you're tracking numbers with your team, and what you see of most importance. Love to answer any of your questions. Thanks for checking out my podcast. I'm posting two new podcasts each week, all aimed at helping you and your team increase your selling competitive advantage. I hope you check them out.