LSA Global Insights Newsletter: 3 Things to Get More from Your Sales Team

February 23, 2019

3 Things to Get More from Your Sales Team

The highest performing sales leaders know how and when to apply the right amount of performance pressure.

Sales leaders are expected to get the most from their sales teams in terms of revenue, margin, win rate, cycle time, portfolio mix, client satisfaction, and client retention.

Sales Leaders Want More from their Teams
To achieve results, most leaders report wanting and needing more from their teams to reach their targets. This is no easy task.  Sales leaders also report struggling mightily  with how far and how hard to push their teams to meet ever-increasing expectations. 

On one hand, sales leaders want to reach for the stars and exceed expectations. On the other hand, they do not want to push too hard or too fast and risk losing people, respect, or clients.  Their concern is valid. 

The Definition of Performance Pressure 
We define performance pressure as how much your sales force feels the need to improve performance. Sales performance pressure increases when you ask for more and when you have high consequences for success or failure. Conversely, sales performance pressure decreases when you ask for less (or are unclear about what you are asking) and when you have minimal consequences for success or failure.  

How to Strike the Right Balance
So how do sales leaders strike the right balance when they want and need more? Like the story of Goldilocks and the Three Bears, some sales performance pressure is too much, some is too little, and some is "just right." It depends on your specific sales objectives and situation. 

Regardless of the amount of sales pressure you put on your team, the right amount of performance pressure is a necessary component to getting the most out of your sales force. Unfortunately, too many sales leaders try to create urgency when they believe their team is not pushing hard enough without understanding what it takes to set them up for success. Pushing your team too hard can result in burnout, disengagement, under-performance, and attrition.

Smart sales leaders know that performance pressure must be carefully monitored and balanced by other factors. If you create too much or too little performance pressure, it will not matter if you have the "right sales people" or a "great sales strategy" or a "strong desire to grow." You will most likely not get the results you want.

To understand the right balance of performance pressure for your sales force, pay careful attention to three areas before you try to increase levels of urgency and performance.

About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned