Sales Leadership Podcast Episode 216: #215: Amy Franko, Sales Strategy and Culture Expert — Metrics are for Mapping…Using Data to Create the Outcomes YOU Want.
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Feb 8, 2023 Amy Franko, a sales strategy and culture expert and author of the bestseller The Modern Seller, dives into effective metrics management. She reveals why many sales organizations mismanage data and offers solutions to turn this around. Amy emphasizes the importance of using data to empower teams rather than control them, promoting constructive dialogue and continuous learning. She outlines four essential leadership practices and stresses the need for aligning qualitative insights with quantitative metrics to enhance team success.
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Philosophy of Data Use
- Metrics should be chosen based on what truly matters to your organization and people.
- Data use must balance looking backward and forward, focusing more on the future for empowerment.
Empower Teams with Data
- Use data transparently and kindly to empower teams, not to punish them.
- Build comfort with data through transparency and positive use across the organization.
Framework for Using Sales Data
- Operationalize data by measuring organizational structures, client success, and sales skills and mindsets.
- This framework helps create a GPS-like system to guide growth and decision making.
