The key to being an Above Average Salesperson is making sure that before you take the job the KPIs agree with your lifestyle plan. If they do, ALWAYS hit your KPIs. If your boss wants 50 dials a day at a minimum it doesn’t matter if you want to leave early for a client meeting on Friday, you will have to find a way to hit your calls for the week.
To be a top performer in any company, KPIs like the example below when executed correctly will take you the top of the leader boards.
1)50 cold calls a day - qualified outbound leads. 25 cold knocks a day can be interchanged.
2)10 meetings a week - new meetings and meetings with current clients to expand business. Stick to ~80% new meetings, and ~20% current customers.
3)1 out of office every two weeks with current clients. This can be a baseball game, happy hours, coffee, team pizza parties, etc. Taking customers out varies by industry, however, personal connections with your customers are made outside of the cubical. These relationships will take you to next level and make it easier to close deals.
4)Depending on the sales lifecycle of your industry or company, you could be closing one deal a week to one deal a month to one deal a quarter.
The KPIs set by leadership is the standard way to make you an elite performer in the company. There is no way around it, if you hit those numbers, you will have more business than you can handle. The key is to hit those numbers while setting up the lifestyle you want to live. If you can manage that, you will be an Above Average Salesperson and not have to always be on the grind. You could adjust your weekly KPIs to 80% (if that’s acceptable by company standards).
You can work with your boss to adjust your KPIs that suit your business at the time. Maybe you need to make more cold calls if your business is stagnant. You could increase current customer meetings if you are chasing a large project. Always keep client notes and an understanding of their goals and project timelines.
Caveat!
Everyone's company will be different, and you do not want to end up on a PIP (Performance Improvement Plan) if you find yourself about to be on a PIP or your boss suggests one, dust off the resume and start interviewing. You can come back from a PIP and excel but a PIP might also mean you and your manager are not on the same page or a good fit.
-Kendall
Comentários