Sales Performance Management Best Practices Blog

Sales performance management tips from record breaking Girl Scout

Posted by Jerry Hegarty on Wed, Mar 26, 2014 @ 10:03 AM

To anyone who thinks that Sales Performance Management is only for the corporate world, think again. An article this week that caught our attention describes how Oklahoma City Girl Scout Katie Francis recently broke the world record in cookie sales by selling 18,107 boxes of cookies this past year.

Her positive attitude and energy are hard to ignore, as is the advice she has for those looking for success in sales. What's interesting is how many of Katie's critical success factors mirror what we see in the professional sales world. 

Katie's sales secret? A defines sales process - In Katie's words, "the three ingredients to the cookie sale, lots of 

  1. Time
  2. Commitment Girl Scout sales record breaker 2
  3. and ... ask everyone I see for an order"

Lets not forget the critical Sales Operations support KAtie got along the way from her mother ("Enable sales with process and tools so they can hit their targets")

  • "It takes a lot of time and a lot of adrenalin," laughs her mother, DeLee Francis. "But it's a lot of fun, too."

Have Clear, measurable goals:

Katie has no plans to stop. She hopes to sell at least 20,000 boxes by the end of this month and set a lifetime goal of 100,000 boxes.

Love what you do:

"It's a lot of fun and I'm really good at it," said Katie. "Cookie selling is just so much fun to me."

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Imagine what would happen if Katie was on a sales compensation plan ?

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Topics: Human Resources, Sales Professional