From the course: Sales: Data-Driven Sales Management
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Choose praise over discipline
From the course: Sales: Data-Driven Sales Management
Choose praise over discipline
- When moving into the world of data-driven sales management, one of the immediate and often knee jerk reactions is to use the data to discipline your salespeople to do more, or to do something better. We capture some data, we learn the current efforts aren't enough, so we want them to do things in a different way. Whether it's activity or closing more sales or seeing more prospects, whatever it is, there's often this reaction to move directly towards using what we've learned to discipline our salespeople. Let's talk about a more effective way. Data should be used more to praise than it's used to discipline. In my line of work with companies ranging from a few salespeople to companies with hundreds of salespeople I've found the same thing time and time again. When we move to more sophisticated systems for the collection of data and improvements with our sales team, we're too quick to use that information to discipline instead of getting better. Let's suppose your salespeople show…
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