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In any case, it must be a clear description of your final objectives.
2. KEY PERFORMANCE INDICATORS
Key performance indicators (KPI) are specific metrics that measure performance at each stage of the process. KPIs allow you to monitor progress towards your goals and at the same time provide information on areas that require improvement. The choice of KPIs depends on the unique nature of your business, its objectives and its sales process.
3. COMMUNICATING EXPECTATIONS
Once you have defined your objectives and KPIs, it is essential to convey these expectations to your team with clarity. Managers must involve sales representatives in discussions about their quotas, the reason behind these figures and the benefits of fulfilling them, while also having time to address any concerns they may have.
4. FOLLOW-UP
Periodic follow-ups evaluate the performance of each propagandist and ensure that they follow the correct path. During follow-ups, managers should discuss their team's progress towards their goals and ensure they are well equipped to achieve them.
BEST PRACTICES FOR ESTABLISHING SALES EXPECTATIONS
One of the keys to motivating your sales team, increasing your morale and improving your productivity is establishing effective expectations.
COMMUNICATE CLEARLY AND FREQUENTLY
Make sure your team and individual members are always informed. Constant communication is essential, from the incorporation process to changes in sales compensation plans and daily meetings. It is not necessary to leave details as conjectures.
RECOGNIZE DIFFERENCES BETWEEN TEAM MEMBERS
Performance can depend on several aspects (such as territorial potential) and individual characteristics (such as experience or connections established in the industry). When establishing quotas, consider these differences, as uniform quotas can lead to exhausted or somewhat challenged propagandists .
SIMPLIFY EXPECTATIONS
The simpler your expectations are, the easier it will be for your team to understand them and stay focused on your goals. Your team must easily remember these expectations and know exactly where they can go to fulfill them.
FOCUS ON RESULTS BUT CONSIDER ACTIVITIES
External factors can prevent your team from achieving expected results. In such cases, it would be unfair to penalize your team, especially if this poor performance is an exception to their usual high performance.
By evaluating various sales activities, from cold calls to outstanding proposals, you can evaluate the level of effort of your team, even if you do not achieve expected results. Examine historical data to establish achievable expectations and current data to measure your team's progress.
EVOLVING EXPECTATIONS
Your expectations must adapt to time depending on the performance of your team and the state of the process. Pay attention to processes that require adjustments and improvements to possible bottle cells.
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