Urgency and hustle

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In these cases, you likely have a mix of attainment on your team, with some reps hitting their quota, others with a chance, and some that won’t. That means that across your team, the levels of individual motivation and satisfaction is variable. But if you’re going to hit your team number in this scenario, you need everybody on your team to contribute, regardless of where they sit against their individual targets. Top-performing reps may be inclined to “sandbag” or slow down if they’re already well past their number, and start planning for a strong Q1.



Low performers may have given up on their number and feel namibia cell phone number list a reduced sense ofat year-end. If you want (or need) everyone on your team to contribute, make them feel attached not just to their individual success but to their team’s success as well. Make sure everybody knows what the team goal is and how you’re trending. Celebrate every win along the way, regardless of how big or small or who drove it.



By doing that you’ll create a culture where everybody is doing their all to contribute because they all feel emotionally invested in the group’s success, not just their own. 3. Focus on the leading indicators of success When I was at Salesforce, we used to talk a lot about the concept of “Doing it Right vs Getting it Done”. The dream state, a rep is getting it done and doing it right.