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In addition to the hard skills of tracking sales you also need the soft skills of celebrating a job well done, providing negative feedback without destroying confidence, and cultivating a culture where failure is always a step toward future success. Here are our top four tips for measuring and optimizing your team’s performance. Celebrate the Positive Whether you're reviewing a sales rep's individual sales productivity quota completion or your team's overall performance, look for things to celebrate. Offer rewards when sales targets are met. Giving credit where credit is due is a time-tested morale booster especially when sales goals are ambitious. Here are a few ways to celebrate the positives.

Post a leaderboard for a variety of goals a quota, such as the top three problem solvers of the week. Celebrate small goals along the way. For example, if your goal is to close a deal this week, celebrate being halfway there. Discuss the small wins Email Marketing List along with the big ones. Did the employee get the deal back on track? Did a colleague overcome a sales objection in a creative way? Celebrated Recommended Reading Unleashing the Momentum of the Sales Team Personalized Familiarity and Motivating Your focus on the positives should extend to how you present the review process to your team.



Always do it as an exercise to find out what works best and why so that other members of the team can replicate it rather than as a way to point out poor performance or assign responsibility. Download the Sales Performance Measurement Guide This is a must-read guide for any sales manager trying to track forecasts and minimize risk. Learn how to grow your sales with data-backed decisions. Email me at work Check out more of our best sales. How-to guide templates and e-books available via email Your data will be processed in accordance with our Privacy Statement. You can cancel your subscription at any time. Make Failure a Part of Success No matter how well you optimize your team’s sales performance, failure during a sales campaign is inevitable. Negative reactions to failures are unhelpful and can undermine a salesperson's confidence.