Keep on scoring

Keep the score and the score gets better

Can you imagine a football game (or even a game of cribbage) where the game was played but the score wasn't kept. How interesting would that be?

The truth is that most, perhaps all, people are competitive and respond to score-keeping - and so it is with salespeople.

With this in mind keep the score and share it. To me this is not just about 'results' scores but also 'activity' scores; remember that it's the activity that generates the results.

Make a game of it by encouraging salespeople to continually 'beat their best' in key areas.


(The up-coming post for Monday 23/2 is The importance of repetition in training. It's about the need for ongoing reinforcement of key messages in sales training.)