WORKWEEK

Today, we’re diving into a vital yet often overlooked aspect of sales leadership: Internal Performance Management. 

This isn’t just about managing your team’s performance; it’s about introspection, mastering your mindset, and understanding your performance metrics to optimize your efficiency and success.

A Personal Journey Through Numbers and Mindset

When I started in sales, I was utterly consumed by my numbers. It was an emotional rollercoaster: joy when I was ahead, despair when I fell behind. I was essentially a slave to the numbers, letting them dictate my mental and physical health.

The turning point came when I realized that my sales number was merely the outcome of my daily inputs and my ability to execute those plans effectively. 

This realization was a game-changer. This insight transformed my approach from being enslaved by the numbers to mastering them. I learned to control the inputs that influence my performance, and in turn, this positively affected everything in my career.

Key Insights for Optimizing Internal Performance

1. Emotional Balance vs. Data-Driven Logic: Don’t let emotions rule you. Regularly cross-check your feelings with logic and data. This helps to prevent performance metrics from overwhelming your ability to execute your role effectively.
   
2. Leverage Coaching for Improvement: When you’re lagging behind your targets, instead of panicking, focus on coaching-based initiatives. These will enhance your execution skills and ramp up your daily inputs, leading to improved numbers.
   
3. Daily Review and Optimization of Key Metrics: Monitor and tweak the most important metrics. This regular optimization ensures you consistently align your daily inputs with your execution capabilities.
   
4. Maintaining Balance for Objective Analysis: Keeping your life balanced is crucial. High stress and anxiety can cloud your judgment, making it challenging to assess and manage your business objectively.

The Takeaway: Mastering the Art of Self-Management

• Don’t let emotions overpower your logic and data analysis.
• Use coaching and continuous improvement strategies to enhance performance.
• Regularly review and optimize your key metrics.
• Maintain a balanced lifestyle to ensure objective business management.

Remember, mastering internal performance management is about understanding and controlling the inputs affecting your numbers. It’s about shifting from being controlled by your targets to being in command of them.

I’m eager to hear your thoughts and insights on this topic. 

And if you have any questions, feel free to reach out.

Keep climbing 🚀

Alex