How to Use Sales Numbers Effectively

Numbers are necessary, but in the wrong hands they’re dangerous. Managers barking at employees telling them to sell more of this or that without a “how” is not productive. A leader, utilizing the numbers to diagnose a gap in process and crafting a recommendation to their team on how to improve process and effectively selling change by helping them see the benefit to the improved process is how numbers are used as part of betterment. The statistics tell a story to the right student, but you breathe life into the numbers for your people. Be sure they understand the lens you use to view these numbers, why they matter, how they are impacted, and the direct correlation to productivity, results and P&L.