salesmology.com . : uniquely simple sales management

You’ll find a recurring theme in successful revenue generation teams. They have an unrelenting focus on the most essential aspects of their jobs. The actual, particular list of things which receive the focus differs from company to company but the degree to which distractions from the goal are allowed does not. Simply nothing can distract from the goal.

The way to accomplish that degree of focus… wait, back up. Catch that? Notice I didn’t say ‘a’ way or ‘one of the’ ways? No, THE way to accomplish the degree of focus needed for success is to measure what you want to effect. If you, the manager, bring clarity to the behaviors responsible for impacting positive change by integrating appropriate measurement systems, those effected behaviors WILL be what get done. In one or both of two ways. One, the team members who adapt by doing what is measured will produce (for you and for themselves) the desired results. And two, the team members who do not will be replaced by those who will.

Sounds cold, but in fact it’s the opposite. It’s the essence of the American Dream. Perform or someone else will. If you allow behavior that will not enable the team and your business to prosper you are hindering those who strive for success.

Measure to produce Focus. Focus to produce Results.

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sales-mol-ogy (seylz-MOL-uh-jee) - noun: the science of simplified, practical application techniques and principles for highly effective 2 to 50 person revenue generation teams.