In the latest episode of What I Wish I Knew, I sat down with Sacha Bakht to discuss how to manage your sales plan throughout the year while navigating a turbulent market.
Listen to the full episode on Spotify.
For more tremors to monitor, check out the full episode.
Win-Win with an Open Sales Culture
It’s not just about the numbers, it’s about the people and the energy they bring to the process. Never underestimate the importance of an open sales culture built on trust and collaboration. The pressure to meet targets and maintain momentum can sometimes discourage honesty and transparency.
Avoid the no-fail culture. Sasha shared his experience with working in a culture that promotes the “We win together” mentality. With this in mind, Sacha emphasized the importance of recognizing the contributions of all team members, not just individual top performers.
Recognize all team members, not just top performers. When individual salespeople succeed, the whole organization wins too. And Sacha points out, that non-monetary rewards are effective too.
How data is used by the sales operations team also plays a role. Sales operations shouldn’t be perceived as the data police. Rather than using data as a ‘Gotcha’ tactic, use it as a tool to motivate and coach better sales performance.
Explore how sales data can be motivating in this recent blog: Sales Data Analysis: 7 Ways to Motivate Sellers.
Consider speeding up commission payments. Naturally, the more quickly someone is rewarded, the more incentivized they are to perform.
Watch this clip for more insight from Sacha on how NOT to use data.
Key Your Eye on the Data and Build a Strong Sales Culture
The key takeaway is to continuously evaluate your sales plans and the sales culture you’re creating. Get ahead of those sales tremors. Ultimately, building a successful strategic plan is like building a well-balanced 3-legged stool, with finance, sales, and sales operations as the legs. Disrupt one, and you risk toppling the whole. Remember, keep your balance and keep an eye on the data.
Lastly, I’d like to share one of my favorite parts of the episode – Quick Questions. Pay attention to what Sacha wishes he knew more about, it’s a topic that may just come up in our next episode.