Most successful sales manager kick off the week with an analysis of last week's KPI's. You can easily build a OneUp Matrix report displaying this.

Another Matrix report for your team KPIs for the current week will then allow you to keep your 'finger on the pulse' throughout the week.

Log in at lunchtime to ensure they're on track, and again at the end of the day to clock anything that needs addressing the following morning. You can even schedule these reports to be sent to your inbox on a regular basis using our Automation workflows.

Sharing and discussing insights with your team is equally important. Many sales managers use their matrix reports in Monday morning or Friday afternoon team meetings. By highlighting areas of strength or weakness directly with the team, you can set goals for the following week in order to improve performance.

Time permitting, some managers take this one step further and do a daily 15 minute stand up with their team. Any areas that need addressing or achievements worth celebrating are easily spotted in a daily Matrix report and can be raised promptly!

Visibility of data is key in order to drive ownership of performance and hold everyone accountable. In addition to sharing your Matrix report in team meetings, you can configure slides on your screens in the office. Common examples are a performance matrix with “KPIs This Week” or a Leaderboard ranking performance for a key metric.

By encouraging daily use of the Dashboards, your consultants will then have access to their own performance - in the office as well as when working from home. No micro-management should be needed here, as your team has all the information they need to own their own performance and focus on what’s most important to hit the targets you've set.

Try encouraging your team to use the OneUp Dashboard each morning to review where they stand and plan out the day/ week ahead accordingly.

By setting up competitions and challenges, you will leverage the natural competitive spirit within your team. It could be a monthly league or a challenge day on BD activity; either will definitely create a buzz and bring some fun to the office.

OneUp Missions are best used for team goals (e.g. quarterly revenue target). Working in collaboration on Missions brings everyone closer together and gives them visibility on what you're shooting for.

Missions can also be a great tactical tool for sales managers to increase team performance where needed. Imagine that you identify a lack of candidates in the system over the last couple of weeks, which you know will come back to bite you in the coming months. Create a mission to add X number of new candidates to the system this week and throw in a little reward to incentivise everyone to hit the target!

Set up celebrations and milestones for your team with OneUp Triggers. The most common trigger created on OneUp is an instantaneous celebration for when a deal is put through, however, why not celebrate impressive milestones?

You can use triggers to set the bar at impressive quantities of activity for a set period e.g. Celebrate on the TV when an individual arranges 5 interviews in a week or when they make 10 offers in a month.

When these pop up on your TV, this highlights and rewards good performance and inspires the rest of the team to do the same!

Create a league, a mission and plan a challenge day and see what your team responds best to!

Set up triggers for achievements worth celebrating

Make sure your consultants have individual anthems uploaded for a more personal experience

Use your Matrix reports, Dashboards and Charts to learn what good looks like in your team and spot under-performers. For example, compare the team and individual performance from this quarter with the last, or utilise the ratios available in your Matrix reports.

The Charts in your Analytics Window allow you to look back historically and can highlight the development of an individual or the team by showing you the performance trend over the given period.

Take the insights from the analysis above and coach your team in meetings and 1-2-1s. You can address questions like “What does good look like?” or “What ratios are desired?”.

Encourage knowledge transfer and conversations between your team so under-performers can learn from your top performers.

When someone isn’t hitting their targets, always dig into the 'why' and come up with actions to help the team member improve (constructive feedback).

Use targets and individual missions to set ambitious but achievable goals. Review these on a regular basis to make sure they are up to date. You can ramp them up as your team develops and grows.

Build out a Matrix report for team development

Review performance trends from OneUp in your 1-2-1s with the team

Initiate conversations between your team members on best practice during team meetings