Creating and sharing stack ranking boards, and ranking grids, can be powerful tools for sales teams.
Whether the tracking is shared on creative posterboards and hand-drawn thermometers or through concise excel grids and company leaderboards… the key is sharing them with team members on a consistent basis.
If your stack rankers were put aside this year due to pandemic struggles or the political spend onslaught, now is the perfect time to bring them back to life as we turn the corner into 2021.
Benefits we’ve seen of utilizing stack ranking tools with media sales teams:
- Provides transparency to team, putting performance out in the open
- Clearly recognizes top performers
- They can change mindsets—to what is possible!
- Shows the relationship between effort and results
- A visual tool to help drive intended behavior—a physical marker that requires verbal acknowledgement and opens up discussions
And here are our suggestions when building out stack rankers:
- Start with the end in mind—what behavior do you want to encourage by tracking and stacking?
- As the sales leader you set the criteria of how you want to stack internal rankers, and the value placed on each stack
- All stack ranking data needs to be measurable, fair, and clear
- Update the ranker often to keep team engaged and show progress
- Although I highly encourage attaching names to stack rankers, think through any pluses/deltas of attaching names and make the best call for your team
As a rule of thumb, stack rankers will help you and your team hit goals. So, if the ranker built creates unintended consequences or unintended behavior, don’t be afraid to pivot … quickly.