You're facing pushback from your sales team on new performance metrics. How can you get them on board?

Salespeople are smart. They know what works. So listen to their concerns. Are they worried these new metrics mess with their game? Maybe they just don't see the "why." Talk it out, one-on-one or together. Show them you value their voice. Together, you can turn this pushback into a win for everyone.

Salespeople are busy, I get it. New metrics can feel like extra work. But here's the thing: these metrics are designed to help you, not hinder you. Think of them as a roadmap to success. They'll show you exactly what's working and where you can improve. The result? More wins, happier clients, and a bigger paycheck.

Salespeople thrive on clear targets and winning strategies. New metrics can feel confusing, but with the right training, they become powerful tools. Let's show them how these metrics help them close more deals, not just fill out forms. Interactive training sessions and hands-on practice will build their confidence and get them excited to put these new metrics to work. We can do this!

New metrics can be scary, but they're powerful tools. To get your team excited, set clear, achievable goals tied to the new system. We're talking SMART goals - Specific, Measurable, Achievable, Relevant, and Time-Bound. This roadmap to success will show your team exactly how the new metrics help them win.

Creating the objectives, and underlying performance metrics should be a collaborative exercise. Getting the sales team on board should start with the sales leaders, and be a collaborative effort with sales operations. Metrics should be displayed in such a way that the right audiences can see what they need. It’s not necessary to display every metric to every person in the sales organization. It’s also important to be sensitive to performance metrics, and when doing so, making sure the data is accurate.

Make sure you align on new performance metrics during the process of implementing them. The whole team should be aligned, and understand how it relates to overall business goals. Data and metrics should be objective and collected automatically. But in my experience, it should align with each rep's goals and company goals. If we are all going int he same direction things will be much easier down the road.