Well there I was again, working with an inside sales leader who has a salesperson who is a results & effort rock star AND a total PIA (that’s pain in the a$$ for the uninitiated).
Did someone on your team JUST pop into your head?
Probably… and I’m also guessing you, like the person I was working with didn’t know there was a way to more objectively figure out their actual value to the organization.
I do believe that! In fact there are 6 considerations to give the PIA Score in the UpYourTeleSales Inside Salesperson Value Calculator©
- Ego
- Introspective vs. Unreflective
- Intrinsic Motivation
- Self Developed Goals
- Affect on other team members
- Interaction with other departments
Of course YOUR organization’s Results and Effort success indicators will be unique to you. Yet if we score everything and then divide by their PIA something interesting happens.
A mid-level performers may actually be as valuable to your organization as that rock star with ego issues.
Here is an example of what happens inside my example’s organization EVERYTIME that rock star is working
- Ego = everything they are working on is described as URGENT, CRITICAL, IMPORTANT…
- Introspective vs. Unreflective = they never hear the sighs, notice the eye rolling, realize how they come across
- Intrinsic Motivation = is me me me centric
- Self Developed Goals = doesn’t really have anything that they are trying to achieve for themselves
- Affect on other team members = see unreflective above…
- Interaction with other departments = is more likely to yell than have a conversation, sends an email – then IM saying “I just sent you an email”
Lots of time, energy, and effort goes into FIXING the problems that results & effort rock star causes daily.
When I asked the sales leader – it’s actually MORE time than they spend on deal strategy and account work with them.
Here is the crazy thing – as we applied the math and evaluated the whole team, there were people who weren’t a drain on the organization (and a few who even were a positive influence on the team) with mid-level results + efforts that brought MORE value.
That is because although results are critical to sales success – they aren’t the only things that are important to the overall success of a company!
No it’s not easy to do the calculation, yet it is simple when you work on it systematically. Give me a call and we can set it up together. You will not need UpYourTeleSales forever, once your results, effort, and success factors are set up – all you need to do is update the scores (no more than quarterly and for most organizations every 6-months is actually enough).