Keeping Score

1st September 2015

I remember someone once saying “if you don’t keep track of the score, what is the point in playing the game?” or words to that effect. The reason this phrase came back to me was that I have recently been working with a client, who whilst he actually does set targets both for the business as a whole, and for his sales team, he doesn’t hold them to these targets. In other words even though they have only hit target 3 times out of 8 months, nothing has been said.

The trouble is, that this sets a precedent throughout the business, because essentially although the business owner has agreed on clear targets with his team, and hitting targets is a stated responsibility for each salesperson, they are not held accountable for their short-falls. The same thing therefore would logically apply throughout the business, or at least that would be the likely inference which others could take. Overall the business is doing well and they are planning to grow into new markets, and in so doing are taking on another salesman. Imagine his reaction at the first sales meeting if he sees people failing to hit target time and time again, but nothing is said. I can’t imagine he would feel particularly motivated to drive himself forward with any great enthusiasm or energy.

Clearly things must and will change on this front, but the point is no doubt there are many other business owners who do exactly the same thing (or who don’t even set targets!). So the next time you come to the end of the month, check if you have hit your targets, and if not what are the consequences? Don’t give yourself or your sales team excuses, look for ways to ensure you make up the short fall next month.

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