Hold Your Sales Force Accountable And Increase Sales

by Howard Maslich, Specialized Training Services Inc

What’s the worst possible sales situation you can imagine? Sales are down and no one on your sales team seems to be willing or able to take the responsibility.

Is this problem really totally within the sales force? Or, is it just as much a problem with the sales managers? Do they enforce sales force accountability? Do they even know how? Perhaps it is time for some specialized training in sales force accountability!

So, what is this sales force accountability all about? It’s simple, it’s basic, and it’s guaranteed to provide results! It starts at the very beginning: Hold each and every member of your sales force accountable for something measurable every day! Set goals for each member of your team and measure their worth against those goals. These goals must be measurable and they must be accounted for on a daily, weekly, monthly, quarterly, and annual basis.

Why is this so important? With measurable and enforceable goals, you will reduce the roller coaster ride in your bottom line and you’ll guarantee more consistency from period to period in your sales numbers. Definable and enforceable goals not only bring more consistent results, they provide you with a more capable, balanced sales force, the ability to better forecast sales, and an overall increase in performance on a day-to-day basis. Remember, success breeds success and that success delivers more certainty for the future.

Sales force accountability! You’ll see immediate results in your bottom line. You’ll see more dedication in your sales team. And you’ll realize personal growth in your team, growth in your challenge areas, and growth in your new business! And what manager would not want that?

Let’s talk about new business growth through sales force accountability. Wouldn’t you love to expand the pipeline and land new and profitable accounts? And how about the ability to target and land those difficult accounts that have eluded you in the past? With the proper training, you will be able to break through the excuse barriers – from each individual, from the sales culture, and from management. When you set clearly defined goals for your sales team, when you obtain buy-in from your sales team, and when you and they understand there are consequences for non-compliance, you’ve started down the sales force accountability road that will help you climb the hill of success!

Who sets the goals for your sales team? Want to increase your sales?
– Measured performance yields maximum sales!

Do you hold your sales people accountable to reach preset goals?
– Sales success breeds company success and delivers more certainty for the future.

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