There is one key metric that sales leaders must pay attention to that we’ve discovered some sales organizations are not watching. That key metric is participation rate—the percentage of your sales people who are at or above plan.
Here’s an example: you have ten people with three who are above plan. That gives you a 30% participation rate. Why is this a critical metric? It’s critical because often times sales teams have three or four people who are over plan, four or five people who are a little bit below and a couple of people who are really struggling. That likely adds up to performance of about 105%. But what if you go from 30% participation rate to 60%, with 6 of 10 people at or above plan? You’ll have 120% plan performance. Not only that, but you’re going to be encouraged to keep those who participate and you’re going to be encouraged to deal with the folks who are not contributing.
Participation rate: Pay attention to it. It will unlock over-plan performance.
Watch Kevin Higgins, President, Fusion Learning share our point of view on how participation rate acts as the key to over-plan performance.