Micro Article - 96 words 30 Seconds - Full article here

Setting a clearly visible and achievable target motivates most sales people in most circumstances.

Our competitive nature makes it difficult for us to ignore a challenge. People play differently when someone is keeping score.

Achieving ones sales quota, while satisfying, is too distant to impact day to day behaviour or inspire extra effort.

Count customer contacts, conversion rates, messages, proposals, and measure average order value, margin, pipeline, forecast accuracy then make the current data visible.

Keeping score while the game is in play makes a margin of difference and that is all it takes to win.

Article by Clive Miller
Questions and comments to clive@salessense.co.uk