Imagine going bowling with your friends but the bowling pins are behind a shield of smoke and you cannot see the results of your effort. Or, imagine playing basketball with no hoops, just running the ball up and down the court. Sound boring? Yes! Think of the similarities of your sales management effort without a scorecard. Consider having no feedback on how you are doing against goal and no feedback on how you are doing compared to your colleagues. How will you be able to make adjustments? How will you know whom to use as an advisor and mentor? How will you know what to change and what to keep doing? Feedback is important and rankings are part of feedback. See how you compare to your colleagues and learn from them. Measure success in context. If everyone is 85% of sales quota and you are 90%, then you are a hero. If everyone is 120% and you are 105%, then you have work to do.
Champions know that success is inevitable; that there is no such thing as failure, only feedback. They know that the best way to forecast the future is to create it. Michael J. Gelb
When have you learned the most, from disappointments or successes?
