Look at this example from Angry Birds:

 

Example of a progress dashboard for sales performance management

 

Besides showing the strategy (birds vs. pigs), you can see that it shows:

 

1.  The progress towards the overarching goal of the 3 worlds at the top.  This could be akin to a Sales Rep with 3 different product lines, one of them (with the lock) that the rep may not yet be ready to sell.

 

2.  The progress of levels (number 1-17) within the world. In this picture’s case, it is world 2, and 17 of 21 levels have been completed.  For sales, this could be a combination of different accountabilities and competencies that the Sales Rep is targeting.  Notice that 4 levels have not yet been reached because the 17th level is still being worked.  This could be 4 accountabilities or competencies that are planned but not yet rolled out to the Sales Force.

 

3. The progress within each level represented by one, two or three stars.  In Angry Birds, the more points scored in a level determines how many stars received.  For the Sales world, this is the quality of completing each accountability or competency.

 

4.While playing a level, the in-game screen (not shown) shows the number of birds remaining, the number of points attained, and the pigs remaining to be “sold”. 

 

So why all of this focus on showing progress?  A recent book based on years of research and a large study points out that “…making progress in meaningful work is the most powerful stimulant to great inner work life” which then sets high performance.  The book is “The Progress Principle” by Teresa Amabile and Steven Kramer. 

 

Are your Sales Performance Management metrics and dashboards providing your Sales Reps a look into their progress in order to stimulate their inner work life positively?

 

Download the Sales Performance Management Gap Finder tool to review it with your sales reps. Determine if there are gaps that you need to ensure are actually being accomplished.

 

 

ABOUT THE AUTHOR

Steve Loftness

Helps sales and marketing leaders make the number through implementation and change management of proven and emerging effectiveness practices.

Steve leverages his Six Sigma Black Belt and change management expertise to help clients with innovative yet pragmatic solutions. His experience with clients in multiple industries gives him the ability to ensure that any solution designed will actually get adopted.

 

Prior to joining SBI, Steve was a partner at TDG and Sundoya, where he developed business and implemented improvements within engagements. He is also part of the international consulting community having lived and worked in Spain and Russia. And yes, he speaks both languages.

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