"Your Sales Team Is Only As Good As Your Numbers."

An interesting claim from sales consultant Brian Offenberg:

Your sales team is only as good as your numbers. Famous football coach Bill Parcels said, “You are what your record says you are.” You are what your number says you are.

On the one hand, taking that approach is important to avoid making excuses for one's own poor performance or mistakes. It can be easy to blame the product, the pricing, the organization, the market, the economy, etc. Pushing your people to take responsibility and make it happen can make them accomplish more / better results.

On the other hand, taking that approach can lead to creating other problems. For example, with Avigilon, did the Schmode make your numbers or your fired approach and the numbers were great for a while until the internal management issues and sales stress blew it up. Currently, Hikvision has taken a similar numbers focused approach but the increasing ill-will and negativity towards Hikvision is building up a long term problem for the company.

What do you think about the claim? What's the best way to balance the sales numbers and the organization's overall health?

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