Busting the Myth: Performance Management is Not Micromanaging

Building Elite Sales Teams

Summary

Lucas Price emphasizes the importance of having a plan and clear standards in order to build a culture of high performance within a sales team. He compares performance management to using a GPS, stating that without clear goals and regular check-ins, the team is likely to veer off course. Feedback in real time is essential for avoiding potential problems and adjusting the plan when necessary. Lucas highlights the importance of tracking and using sales performance numbers to gain visibility, identify trends, and make informed decisions. He also emphasizes the need to celebrate wins and smaller achievements to refuel and motivate the team. Continuous learning and open dialogue are crucial for adapting to a changing environment and staying flexible. Lucas emphasizes the importance of two-way feedback and involving the team in goal-setting to foster commitment and collaboration. Lastly, he emphasizes the importance of well-being and allowing for real breaks to ensure the team's overall success.

Take Aways

Clear standards and regular check-ins are essential for keeping a sales team on track.

Feedback in real time helps identify and address potential problems before they escalate.

Sales performance numbers provide valuable insights and should be used to inform decision-making.

Celebrating wins, big and small, helps motivate and refuel the team.

Continuous learning and open dialogue are crucial for adapting to a changing market.

Two-way feedback and involving the team in goal-setting foster commitment and collaboration.

Well-being and breaks are important for maintaining a high-performing sales team.

Learn More: https://www.yardstick.team/

Connect with Lucas Price: linkedin.com/in/lucasprice1

Connect with Dr. Jim: linkedin.com/in/drjimk

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