4. Managing sales performance
consists of the following 4 steps:
Communicate expectations
Monitor results
Monitor and manage specific behaviors
Provide regular feedback
6. Avoid vague language or
emails that don't clarify
specific behaviours desired
from each sales rep
7. 6 Communication Guidelines for Setting Clear Expectations
5
Personalize the communication1
2 State the desired result/s
Include the behaviors3
4 Define the metrics
Check for understanding
23. “To achieve your quarterly sales goal
of $500,000 this quarter, you will need to close
an additional $267,000
by the end of the quarter (December 31).
In order to accomplish this goal, I would like you to
conduct in-person meetings with at least 5 of the 7
customers that are in the “agreement” stage of your
sales pipeline by next Friday (December 12).”
Example: Clear communication
24. “Given your history of success with customers
(70% close rate of opportunities in agreement stage),
this should allow you to exceed your goal
if you can get these meetings set quickly.
Please let me know if this makes sense to you and
what steps you will take following this discussion.”
Example: Clear communication
25. [Pause, listen to response, and check for understanding]
Example: Clear communication
26. “Great. Let’s plan on reconnecting next Monday
(December 8) to review where you stand
on appointments, discuss the specific goals for
each meeting, and how I can help.”
Example: Clear communication
27. The importance of clear communications to set expectations
can be overlooked when focusing just on results