Improve Sales ResultsMANAGING SALES BEHAVIORS TO

Managing sales performance is a fundamental management skill often overlooked

While many sales managers produced great results themselves as sales reps…

...this doesn’t necessarily mean they know how to get their sales teams to do the same

Behavior vs Results

The problem lies in the focus on results that have

already occurred…

…not the underlying sales behaviors(leading indicators) that drive results

Results are not meaningful unless specific behaviors

that will impact these results are present

Determine a realistic number of key results (lagging indicators) to monitor

Determine what behaviors(leading indicators) are to be monitored and managed

Managing a High Performing Team

Once results and corresponding behaviors

have been identified

Managers can turn their attention to truly

managing performance

Four Steps to Manage Performance

Communicate performance expectations

Monitor results

Monitor and manage specific behaviors

Provide regular feedback

Ultimately, sales managers live in a results-based world…

…but their ability to achieve those results

is driven by managing behaviors

Learn how to transition star sales reps into high performing sales managers!

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By Norman Behar

@NormanBehar