Does a visible sales tracking board have a positive effect on the sales team?
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We are considering tracking sales in our business and within the company publicly displaying the performance of the team and each member.
What are good ways to implement this and is such a strategy recommended?
Sales Motivation Recommendations Team
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1 Answer
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There are ways to visualize the sales funnel a few ways - If you use salesforce, there is an API to gather pipeline info and present it in whatever way you feel appropriate (how to properly display it is another topic).
There are also kanban type approaches like this that may be suitable for you. You need to strike a balance between repetitive tasks overhead (tracking the "call x clients every day" ) and the usefulness it provides. (here's an approach that tares out the daily tasks)
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Thank you for your advice on how to implement this. Do you have any thoughts on how this may affect the team morale or work ethic? – Nikolay Piryankov 12 years ago
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What type of impact it has (good or bad) is more about **why** the information is being publicly displayed **how** such information is used in decision making, and **what** intrinsic / extrinsic rewards flow from such decisions. I've seen a buy / sell trading pit use a status board with great success one quarter, only to fail a few quarters later. Motivation is a tricky thing - even more so when shining a light on specific activities. I read this post on rules, motivation and systems thinking - perhaps it will be helpful to you. Goog luck. http://bit.ly/Nv5vNF – Jim Galley 12 years ago
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thanks Jim. By the way, if you're interested I am asking all this as we have just launched http://www.diamondsinafrica.com and wanted some advice regarding the approach to sales. Thanks to your advice we have implemented the KanBan system and adjusted it to sales. – Nikolay Piryankov 12 years ago
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Glad that I was able to help. You may want to consider reading a bit about implementing kanban - the David Andersons book was helpful to me. Here's a good list to review: http://pm.stackexchange.com/questions/3147/is-there-a-list-of-good-kanban-books – Jim Galley 12 years ago
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