In the sales game, the vast majority measure success by the numbers. Either you hit the sales target or you don’t and sales leaders can be very laser focused on the scoreboard and lead according to what the numbers are saying. But this does not always tell the full story.

It has often been said that sales is a numbers game and interestingly, sales leaders who focus entirely on the numbers tend to lead teams which achieve outcomes within plus or minus 10% of the sales target. Each conversation and each review is based on the year to date or month to date position against the target. 

Exceptional sales leaders are fully aware of what success looks like and what the target is. They also have the ability to remove themselves from the outcome and instead focus their attention on fundamental behaviours and progress against these.