I heard a former elected official who later became an appointed high-level advisor talk about a weekly email once sent round by the chief of staff.
It was the title that initially got them excited; Government Achievements.
Yet was sadly underwhelmed when it began to arrive.
All it listed, so he recalled, was a succession of what money’d been spent.
As you can imagine, writing a cheque with someone else’s cash is not in any sense an achievement at all.
Yet we can fall down the similar trap in Sales.
When we equate achievement solely to a deal being won.
With the display of a list of orders by revenue (or even profit).
To label these as achievements misses the same fundamental as the govt cheerleader’s email.
Go beyond the financial amount next to a client name. Think about other outcomes. Go from the money amount, to the value coming out of that amount.
Whether as a monthly or quarterly email or part of larger annual, SKO-style slot consider what is truly an achievement for you.
Preferably ones that align with the direction of travel you recommend.
Here’s a starter ten-pack for you;
- New process element uncovered and proven
- Sales tactic to cut cycle time
- Particular competitor beaten
- Tricky objection now handled
- Re-bundle pitch working
- Fresh product launch gaining market foothold
- Funnel size increase / close rate improvement
- Landmark sector breached
- Client gets promoted because they bought from us
- Customer usage legacy & business case proof reported
You still highlighting what is in effect a Sales Ledger printout…?