When you’re a sales leader and you’re behind on the number, it can become a downward spiral. A Chief Revenue Officer we work with summarizes his weekly meeting saying, “Eight months ago our dashboard was a mix of green and yellow. Today, every single item is red. When my team sees themselves in the red week after week, it starts to feel futile and they become demoralized.” A demoralized sale team isn’t well positioned to win business. A sales team (and people in general) respond to what is being measured. The metrics tell the team what’s important right now.
By Lisa Earle McLeod for Forbes
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