Sales managers know that there has been a dramatic shift in the way buyers perceive and interact with sales people. The Harvard Business Review said it themselves – it’s “the End of Solution Sales.” Hopefully, you have adjusted your sales process and strategy accordingly to ensure your team’s success. If not, that may explain why your sales performance has been suffering. Luckily, a sales scorecard can help you determine the root of the decline of your sales performance – if it’s done right. Before you leave to find your sales scorecard, here are some tips on what to look for so that you can get the most out of your scorecard results.
A Sales Scorecard Should Ask the Tough Questions
“Are you continuously improving your sales process and performance?” “Do your salespeople execute a successful game plan?” and “Do you fully leverage insight sales data to manage opportunities?” are the types of questions that challenge your sales strategy, sales process, and your relationship with your customers. These are the questions you and the organization’s stakeholders should look to respond to and discuss in a sales scorecard. They will uncover the core issues that are holding your organization back.
As you and the stakeholders look at your scorecard responses, you should be able to ask yourself: What are the underlying causes for our answers? What would we need to change to be comfortable assigning a higher score? The conversation you and the other stakeholders have after comparing your results should allow you to define your areas of greatest opportunity.
A Sales Scorecard Should Backed by Expertise
Anyone can create a sales scorecard and give it out for free. Don’t base such an important action on just any old (or new) scorecard. Verify that the one you choose is backed by sales expertise and experience. Also, make sure that the providers have a modern understanding of sales – remember – solution sales is dead.
You can find this information by taking a look at the provider’s website. Check the About Us page of the organization and read the stakeholder’s biographies to look for the information that will convince you that they are a reliable source. Information like their relevant sales experience, and the companies they’ve worked with (successfully), should give you a great idea. You can also determine if they are thought leaders in the industry by reading their blogs and social media profiles.
A Sales Scorecard Should Allow You to Compare Results
We mentioned comparing your results against your organization’s stakeholders – that’s a given. Your scorecard should allow you to compare your results with other like-minded executives from other organizations who are faced with similar challenges in the industry. This will allow you to see where you are falling behind in your industry so that you can see where you should start crystalizing key strategies for significant short-term success. It will also allow you to see where you’re ahead of the game in comparison to other organizations.
The Ultimate Goal
Your sales scorecard results should be the start of an adventure that leads to a stronger foundation of relationship building with your prospects and clients. The direct result is more revenue, higher retention and more profitable outcomes. To get here, first you have to uncover what’s been holding you back. Choose wisely.