Building a great sales team requires three things: clear KPIs to measure performance, incentive structures that reward results, and the discipline to enforce both consistently. Without these foundations, even talented salespeople won't perform at their best.
There are three keys that you need in my opinion to run a high performance need. One is KPIs. I speak to so many sales teams and so many sales managers. What's your KPIs? And they're like, oh, we don't have any. We just have to make this much money. It's like, well, that's not. The team has to have a. They have to have something to shoot for. Has to be something that binds them together. After a KPI, you need to have an incentive structure. The incentive structure needs to be set for the KPIs. They go hand in hand. It's like, why climb the mountain? It's because you want to take the photograph at the top, right? You need the payoff. There's to be a payoff to get there. Then from there you need discipline. And I don't mean like get up at 4am Like Jocko Willie discipline. I mean like you up, you are being disciplined. One of the best things I learned in the army was like not to hold a grudge. So when somebody screws up, but then it's done, it's over. And they have to know that like it's coming in their best interest. If you marry those three things together, well, you'll have a very high performing team.
