Sales Culture – What is the Right Amount of Sales Performance Pressure?

How Much Should a Sales Leader Push Their People to Succeed?

Sales Culture Whitepaper Download: What is the Right Amount of Sales Performance Pressure to Create a High Performing Sales Team?

As sales leaders, we are expected to create the sales culture that produces the most from our sales and service teams.  If we (or our sales culture) push too much or too little, we may not meet our revenue, margin, win-rate or deal-size targets. How do sales leaders strike the right balance with our sales teams and get the most from our people?

Like the story of Goldilocks and the Three Bears, some sales performance pressure is too much, some is too little, and some is “just right.” It depends on your specific sales strategy, objectives and situation.  Based upon 16+ years of high performance research with elite institutions, we know that performance pressure is a necessary component to building high performance sales teams.  We also know, however, that sales performance pressure must be carefully monitored and balanced by other factors. If you create too much or too little sales performance pressure, it will not matter if you have the “right sales people” or a “great go-to-market sales strategy.”

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