Most organizations assign quotas and various performance expectations to their sale team. But what kind of follow-up and tracking are you doing with this data? Join me as I share ideas to help you track, coach, and improve your team’s performance…so they can sell even more!
Hi, Jim Pancero, helping you become a stronger leader of your sales team. Are you holding all of your sales reps accountable? Now, it's just a problem in a lot of companies, that we tell the sales reps what we want them to do. We set goals for them in the year. We set objectives, quantities of what they're supposed to achieve, but then at the end of the year, we don't hold them accountable as to whether they achieve those numbers or not. The whole goal of setting a goal for anybody, setting measurements, setting quotas is to try to give them enough stretch so that they will achieve more than they would have achieved if that stretch wasn't there.
But the only problem with this is we have to hold them accountable if we give them a stretch goal that we keep tracking them and letting them know how they're doing, and when they didn't make it, we make sure they know that. The reality of selling today is that we need to have accountability with our team if we expect to have any change of behaviors from that team. What are you doing to motivate your team? What are you doing to make sure that when you assign a goal or you assign a measurement, that you keep track of it to hold them accountable for it?
Because the accountability is one of the best ways you can actually strengthen the behaviors of any sales team. Would love to know how you're doing this, would love to know what you're doing to improve the accountability of your team, would love to answer any of your questions. Thanks for checking out my podcast. I'm posting two new podcasts each week, all aimed at helping you and your team increase your selling competitive advantage. I hope you check them out.