This is part 2 of a 2 part series. To see the first post, click here.
When a sales team grows to over 50 reps who are in-house or distributed, visibility into sales activity becomes extremely challenging. It goes beyond knowing what makes one rep more successful than another. Managers are required to do the impossible—figure out what to coach reps on and enforce that coaching based solely on intuition.
In our last post, we discussed identifying opportunities to coach your reps based on their performance and identifying KPIs. Today we’ll go over how you can align your coaching with specific goals to supercharge your team.
But first, if your company doesn’t already have systems in place that provide transparency, it’s time to build that type of culture from the ground up. Before you can act on coaching opportunities, you’ll need to foster a healthy environment for reps and managers alike.
Creating Targeted Goals
Salespeople and goals go hand in hand. Give them meaningful goals that set them up for success. All good managers do this for their team. The ones that do a lot of goal-oriented management understand how much time and effort it takes to manage goals and hold the reps accountable to those in a large sales team. Therefore, after you’ve identified the KPI that matters for your team or salesperson, you’ll need to improve them.
Previously, companies relied on Salesforce as the source of truth and I’ve even heard companies use the phrase, “if it’s not in Salesforce, then it didn’t happen.” Companies enforce this because it’s the only way they know how to get visibility into their team’s activities and manage their goals.
Now with People.ai’s Coaching Goals you can easily create, manage, and reward your people, all without setting up complex integrations or spending time maintaining those goals. Managers can easily create a Goal and People.ai’s platform will automate the intake of all the sales activity and metrics, based on what you are tracking and measure it against the rep’s performance. This creates a 1:1 accountability between your salespeople and managers. Salespeople’s activity is automatically created in Salesforce, resulting in 20% or more of their time back to devote to selling.
This process frees managers up to focus on higher level initiatives such as shadowing on sales calls or coaching, without having to act as an operations specialist. Get involved only when the goal is not going to be met, or when the goal is completed and sent back into Slack with acknowledgement and praise to your salespeople with animated gifs.
Interested in seeing automated goals for your team? Request a demo now.