— Hey, coach! How did we play?
— You know, I liked it. I think you played well.
— How good?
— Well, I don’t know, I wasn’t keeping track of the score…
Motivating? Exactly. Often, leaders overlook such a simple and incredibly important motivational tool as creating a score and tracking it. Who’s the best? By how much? In which month? Who’s closest to the best? By what parameters? How often do we hear the phrase “I haven’t seen the results for the period yet…”?
After all, if tracking the score is so important and motivating, there should be many parameters to consider. The more, the better. Forget about not monitoring sales volumes and the percentage of plan completion. Also, forget about only focusing on these aspects. This result stems from other, equally important outcomes:
— Best newcomer by number of deals
— Best newcomer by transaction volume
— The best veteran in terms of the number of retained clients.
— Best seller by product/account/channel
— The best division in terms of profitability.
— The best unit for activity
— The best… and so on…
Is it difficult? No. It’s just that people think that once they take a leadership position, they don’t have to do anything anymore. But they really do.