Stellar sales cultures have one thing in common: a winning mentality. More importantly, a collective winning mentality that impacts both individual and team performance. Whether you are a sales team of five or five hundred, know this: the building blocks of modern, world class sales teams are data driven.
Goal-oriented + growth mindset:
Not only do teams need clear, shared, and actionable goals, their goals should also be ambitious – with a hunger to exceed them and outperform competitors. Ambitious does not mean out of reach, but rather has the rep stretching as they build confidence in their skills, knowledge, and product/service conviction.
Adaptability + coachability:
Sales reps who are ‘in it to win it’ seek continuous improvement. They are open to learning new strategies, refining their techniques, and scrutinizing their pipeline for maximum deal flow. The magic here, however, lies in a great partnership with their Sales Leader who can put a magnifying glass to their performance metrics and help coach them to success.
Results focused:
With a true winning mentality, salespeople maintain a laser-focus on results. Specifically, winning reps focus on achieving their daily sales activities (aka leading indicators) because they are empirically proven to generate the outcomes they desire. More on this topic below, but know that the daily wins provided by a leading indicators strategy help reps stay positive, confident, and persistent – even in the face of regular rejection that is part of everyday sales life.
What do all these attributes have in common? They rely on the timely collection, processing, and distribution of data before, during and after your sales process. Maximizer Sales Leader Edition (SLE) is the ultimate CRM platform to provide those first building blocks of a stellar sales culture. Specifically, we are talking about the utilization of leading indicators.
Maximizer SLE provides more than just a robust 360-degree view of relationships and interactions with prospects and customers. It also provides intuitive, on-demand access to the every-day activities of each and every sales rep, which helps Sales Leaders monitor this activity and coach them towards desired sales targets.
Benefits of Using Leading Indicators to Support Stellar Sales Cultures
Leading Indicators can show progress towards an outcome objective, such as this quarter’s sales to date. It can also show compliance (or not) with a sales process requirement such as “all new leads receive a welcome email within 2 working days”. The real magic, as introduced above, is that they can provide ongoing “wins” for daily goals such as number of calls to be made, number of new meetings to be set, etc.
However, Leading Indicators can be put to work do much more for your sales culture – and your bottom line. With Maximizer SLE, leading indicators can:
Provide actionable insights:
You can use Maximizer SLE’s Opps Viewer to effortlessly determine , that your Abandoned Deals count spiked, say, last week. You can also then see that most of this attrition falls under just one of your reps. You can click on one of their deals to see that the last communication was months ago. You can then look at another deal and see that – no communication was scheduled at all. With a simple glance you can also see that no notes were captured on either of the deals. …Time to weigh in and set some actionable goals.
Facilitate continuous improvement:
This is where leading indicators truly shine. Data-driven coaching is far more effective and efficient than relying on casual observations, the opinions of others, or vague conclusions drawn from haphazard data. Maximizer SLE’s Activity Tracker and Opps Viewer provide a window into what reps are doing, not doing, or could be doing better – which in turn provides Sales Leaders with those data-driven coachable moments.
Drive accountability…and the forecast:
As mentioned above, having a window into reps’ activity provides that next level of transparency to drive accountability. Not only can sales leaders see which reps and teams are getting it done, reps and team themselves can see how they are stacking up against each other. A little healthy competition is, of course, healthy! And the window into ‘getting it done’ includes real-time tracking of pipeline attrition, revenue by funnel stage and other metrics that leaders can use to gauge if the forecasts will be actualized – or are headed into rough waters.
Leading indicators provide Sales Leaders with data and insights that can be used to make changes and guide decisions today, to create and reinforce an enduring, stellar sales culture for the future, and to sell more now. Learn more about Maximizer’s Sales Leader Edition.
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