You need at least two types of scorecards: individual and sales team. Learn how to set up your scorecards to maximize the impact on the individual salesperson to the managers involved in setting strategy.
- My first sales position was with an electronic sales … retail giant that sold everything … from computers to stereo equipment. … Salespeople were measured by the amount of interactions … and sales they had with in-store customers … on a huge blackboard in the sales room. … I always came in first or second … because I was highly competitive, … and I didn't want to drop below second place … out of sheer embarrassment. … My sales activities and success … lived and died by that blackboard. … Much like that blackboard, a sales scorecard … is simply a set of sales metrics … that track the day-to-day activities of your salespeople. … It's designed to motivate the salesperson … and give 'em the necessary feedback to obtain quota. … So, how do you create one? … First, start with each rep's yearly quota. … Then divide it by their average deal size … to figure out how many deals they need to close. … Here's an example. … Let's say you have a million-dollar annual quota … with a $100,000 average deal size. …
- Benefits of social selling
- Optimizing social selling by creating specific goals
- Building relationships with customers
- Setting up sales benchmarks and sales scorecards
- Measuring the right KPIs
- Reporting on ROI