1) Do you monitor and manage tasks or do you identify and train to essential competencies?
Do you want to know the big difference between due diligence and a core competency?
Here’s a classic example:
Collecting 50 business cards per day is an act of data procurement, while training to a 60% conversation to appointment ratio is focusing on an essential component to ensure your sales team’s success.
Don’t focus on accountability to tasks but enlighten to identification. It’s much more important to teach your people the “business” of the business they’re in.
If you currently have your sales team accountable to tasks, then you’re merely “managing” tasks. In order to become more effective – you should be training on measurement of competencies so your people can ‘run their own business.’
2) You measure details not directly related to performance and results.
A telecommunications sales manager proudly told me he requires his sales reps to document ‘100 dials per day.’
I was shocked when I heard this. I asked him if he was in the...
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