Sales Growth Isn’t a Numbers Game, it’s a People Game

What if sales growth wasn’t tied to numbers?

That’s to say: what if you measured the growth of your sales team by something other than KPIs or closed business?

Sound crazy? Stay with me here.

Sales Growth Isn’t a Numbers Game

How do you identify “growth” as it relates to your sales team currently? Does it look a little something like this?

  1. My sales team met quarterly goals by X.
  2. My inside sales reps made X cold calls.
  3. My sales team closed X amount of deals.
  4. My sales team increased the size of the deals closed this quarter by X.
  5. My sales team added X new clients.

Now, before you get all nuts and crazy (as our CEO, Charles Bernard, would say), I am not suggesting that you stop tracking metrics. Or stop caring about metrics. Or stop thinking about metrics.

Heck, you can live and breathe metrics if you want!

But what I am saying is this: sales growth shouldn’t just be measured by metrics alone. At CFS, we believe that there are a number of other factors that should be celebrated as sales growth “wins.”

Sales Growth Wins

Here are a few “wins” you should celebrate with your sales team in addition to hitting numbers.

  1. An individual on your sales team had a sales “breakthrough.”
  2. Your sales team as a whole had a “breakthrough.”
  3. Your sales team shared best practices this quarter that took the entire team to a new level.
  4. Your top performers worked closely with others on the team and encouraged them.
  5. Your sales team treated each other with respect.
  6. Your sales team used the company Sales PlayBook to track new best practices.
  7. Your sales team used the company Sales PlayBook to track goals.
  8. Your sales team used the company Sales PlayBook to focus on growing in areas where they were previously weak.
  9. Members of your sales team reached out for individual coaching.
  10. Members of your sales team exhibited positivity and had good attitudes.

The average human spends 8.9 hours per day working and on work related activities.

Let’s make that time worth something!

I don’t know about you, but I’d choose to work with happy people that are constantly striving to learn something new over self-interested grinders any day.

Culture is Everything

Lately, I’ve been focused on sharing our message on building a winning sales team. Part of that message is having the right people on the bus. We’ve discovered that teams that work together see more success than those who don’t.

But we’re not the only ones that believe that strong culture leads to growth.

Cisco’s Diane Huang believes that “A strong corporate culture that is compatible with the environment will drive better financial results compared with a weaker corporate culture.”

As much as I hate to use metrics to back up my argument against metrics (ha), here are some numbers to show how valuable it can be to focus on developing your people:

Over an eleven-year period, companies with performance-enhancing cultures saw a 682% increase in revenue growth. Over that same period, companies without performance-enhancing cultures saw a 166% increase in revenue growth.

Over an eleven-year period, companies with performance-enhancing cultures saw a 282% increase in employment growth. Over that same period, companies without performance-enhancing cultures saw a 36% increase in employment growth.

Over an eleven-year period, companies with performance-enhancing cultures saw a 901% increase in stock price growth. Over that same period, companies without performance-enhancing cultures saw a 74% increase in stock price growth.

Over an eleven-year period, companies with performance-enhancing cultures saw a 756% increase in net income growth. Over that same period, companies without performance-enhancing cultures saw a 1% increase in net income growth.

Now, I must ask: what does sales growth mean to you?

Comment below, I’d love to keep the conversation going!

How to Build a Winning Sales Team

By | 2017-06-27T12:41:39+00:00 August 23rd, 2016|Sales Leaders, Sales Success|0 Comments

About the Author:

Rebecca Smith is the Director of Marketing at Criteria for Success. She writes about sales, sales leadership, social selling best practices, time management, and anything related to helping others discover success. Be sure to say hi on Twitter @RebeckerSmith.

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