Getting Excited About Sales Metrics

Posted by Dave Kurlan on Wed, Oct 15, 2008 @ 23:10 PM

As we encourage our clients to do each day, both of my companies have daily huddles for their salespeople.  The purpose of the daily huddle is to keep everyone focused on the measurable activities that drive results.

During the last couple of weeks, I've had our six-year old son in the car for about 6 of these conference calls and it only took one huddle to get him hooked.  He wants to report his numbers - and he has them ready - each time he's with me.  It makes him proud to participate and he wants to report numbers that are better than theirs.

I get a lot of push back from clients when it's time to implement the daily huddles.  They don't think it's necessary.  It will take too much time.  It's too much of a burden. It's redundant.  Yeah, right.

It only takes about two weeks until even the most resistant clients figure out that they not only have more control over their future revenue than ever before, but their salespeople are more productive than ever before too.

The thing about our son?  If you're a regular reader of this blog then you know I've written nearly twenty articles that have a Salespeople are Like Children Theme and this one is no different.  Your new salespeople will be just as excited about being part of that huddle as our son.  Your veteran people will like the boundaries, expectations, attention, peer pressure and relentless focus on doing what's important to drive sales - every single day.  Why? It's good for them and when it's good for them they'll make more money.

(c) Copyright 2008 Dave Kurlan

Topics: sales, sales management, selling, accountability, sales behaviors, sales numbers, sales metrics

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Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog earned awards for the Top Sales & Marketing Blog for eleven consecutive years and of the more than 2,000 articles Dave has published, many of the articles have also earned awards.

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