Part three of our reset series is about Scorecards. Previously, we’ve identified companies in the database that are clients, prospects and possible win back opportunities. Then we figured out what data our salespeople should collect to help the whole organization run smarter.
Read Part 1: Crashing the Data, Part 2: Leveraging the Data
Last but not least, we have to set up a Scorecard.
Every company is different. You may be tracking sales and revenue by sales rep. You may be tracking number of new accounts added or it could be activity based. Maybe you have an expectation that you have 20 prospecting visits a week, two proposals done. Does your CRM properly report those scorecard items? If you aren’t spending time and energy on your key numbers, you are making a big mistake.
You should be doing business like the NFL does business.
This is including all professional sports teams. They have scores that they keep up with. Every single component of every single function on the team is on a scorecard. They post them everywhere on baseball cards, on ESPN stats and websites. Now imagine if you did that with your sales team.
If you went to a ballgame and that big scoreboard disappeared, you wouldn’t know what the score was, the audience would leave, the players would be become disengaged. And that’s what happens with your players, your salespeople, when you don’t have a scorecard item.
Listen, motivated salespeople want to win. Motivated salespeople want to beat their coworker. It’s a very competitive environment, and you should benefit from that competition. Competition will breed excellence in the field. It will make everyone work a little bit harder.
Maybe it’s Friday afternoon at 3:00, but I know Joey had a killer week last week and I want to beat him in the number of sales made. Maybe I kick it up a notch and go all the way to 5:00. That’s almost unheard of on Fridays.