This concept can sometimes be neglected when the management focus is on the overall picture. But, with modern sales performance management apps providing tracking insights and commission reports, a clear focus on individual performance is also valuable.
Calling out individual performance within the team
Professional sports team players are prone to say: ‘We win as a team, we lose as a team’. A cynic might say that the quote surfaces more often after the latter! The best coaches know that each player’s performance adds to, or detracts from, the overall team capabilities.
Our Sales Commission Software app is a valuable tracking tool when assessing individual sales territory performance. Gaining such insights is particularly valuable in two situations:
# The team as a whole is successful, but one or more individuals within it are not
# Individuals put in a good performance, but the team as a whole does not attain its sales target
In the first scenario, under-performing individuals can escape censure. The leader is simply happy with the overall success and doesn’t want to ‘rock the boat’. In the second situation, a leader might give the whole team a hard time, and fail to positively recognise those who bucked the team trend and performed well.
Sending the wrong signals to the team
Either of the above actions can cause on-going problems. The successful performers feel they don’t receive enough credit or attention when the overall picture is less positive. They could become unsettled and start to wonder if there are other employers who might appear to value them more.
While poorer performers begin to realise that it’s okay to carry on as they are; the more effective team members might wonder if they should accept that a less strenuous performance seems to be accepted.
Delivering specific and consistent performance assessment
A team works well together when each individual knows that their performance will be fairly assessed. A key to this is to use specific data to clearly demonstrate their main strengths or to highlight and help, through a manager’s own insights or training, with any weaknesses or difficulties.
A truly valuable management tool
Our cloud-based Commission only sales commission software app is a highly valuable tool in providing leaders and managers with the information they need in setting and managing sales targets, ensuring performance-driven results, and delivering the necessary level of feedback to individuals.
Contact us now to learn how it can help your business.