Page 69 - enLIGHTenment - November 2017

on the Mark

“Individual
commitment from the two-person team to
communicate clearly with each other. Their con-
commitment
versation is based on actual tracked performance
and the activities of sta members as compared
to a group
to the targeted goals and actions that will lead
the chosen results. The tracking outcomes are
e ort? That
reviewed on a frequent and scheduled basis. In

is what fact, the more frequently you interact with team
members on performance and review their KPIs,
makes a
the quicker the e ects of the one-on-one work
will be seen.
team work,

KPI RevIeW FRequencY
a company
The rate of performance measurement can and

work, a should vary by the activity. Commitment to KPI
check-ins conducted on either a weekly, bi-week-

society ly, or monthly basis is a good start.

work, a The way KPIs are examined will maximize their
bene ts. First, segregate KPIs into time-frame

civilization snapshots that represent “tra c count” –
which is a daily review – while “individual sales

work.”
performance rates” or “response to marketing”

initiatives can be a weekly or monthly check based
on the anticipated result. The same measurement
—Vince Lombardi
frequencies apply to client-focused activities and
other malleable behaviors that have a bearing on

performance.

The resulting conversation will deliver a view
of the team’s actions, making it easy to talk about

what’s going on in a timely way and then make any
corrections if needed.

Frequent and scheduled conversations permit

professional development time to be signi cant
as various goals are broken down into the actions

that must be done each day. It is each team mem-
ber’s responsibility to work towards achieving

those goals.

ImPRove sales metRIcs bY coachIng

Coaching a sales team to be er performance
begins by inspecting the current sales activi-

ties in relation to the desired outcome and then

making adjustments to those activities until the
desired performance result or behavior change is

reached.
Coaching is about drilling down to the one-

on-one personal activities which, when applied,

a ain the individual goal and the larger company
goal. One-on-one coaching time that is scheduled

with each sta member is a precious investment
in both time and money. Schedule it when the

noveMber 2017 | enLIGHTenment Magazine 67