On this episode we do another virtual case study on using sales metrics as a source of sales rep motivation.

Brian kicks off the conversation talking about a rep he took on through an acquisition.  This rep was a textbook salesperson with a mission.  We go into how this mission will drive success

From a metrics perspective this rep was consistent, and his sales metrics reflected that consistency.  Knowing how he operated he needed less of a sales manager and more of a sales coach.  Someone to keep on track.

We discuss sales DNA and learning what a sales rep looks like based on their DNA.  Once this DNA is recognized, it becomes easy to pull the right levers to move the needle.

Robb talks about to provide reps with systems and support in the sales operations process.  What tasks should the rep own what tasks should belong to others?  We discuss how to approach this.

We then discuss the activities that are required and how you can use ConnectWise sales activity points to manage the Business Development efforts.

We also discuss one critical trait that successful sales people have and how that supplements motivation and drive.