One way to encourage your sales staff

I’m often asked how to encourage your sales staff and my best answer is that you do it through coaching numbers or metrics.  If we tell Sandy that her sales are down compared to Patrick’s, now we’ve created hurt feelings and animosity.  Rather if we say, Sandy your average sale is 12 percent below the store’s average.  How bout if I listen in on a few sales to see if I can help you bring that up?  Now we’re not comparing Sandy to Patrick, but the store average, an inanimate number. Plus I’ve let her know I’m in it to help her. Use your team’s METRICs to show them how they’re doing and let them know you’re in it with them.  That’s how you encourage your sales staff.