|
|
Like this article? PLEASE +1 it! |  |
|
How To Hold Sales People More Accountable
Written by: Clifford JonesArticle Overview: In working with a client of mine, keeping sales people and distributors accountable is a top priority.
 |
Free Download - How To Hold Sales People More Accountable By Clifford Jones |
How To Hold Sales People More Accountable
I recently began working with a new client who has a mix of direct sales reps and distributors through out the country. The challenge in working with this client is how to motivate the reps and distributors and keep them accountable for their sales activities.
In my experience, few sales people like to be held accountable. This is primarily a function of the typical sales person's nature. Free spirits by design. So how do we enroll them to be accountable for their daily, weekly and monthly activities?
In this instance we researched and implemented a new CRM and marketing software. We imported and categorized over ten thousand Contacts. We then worked to help each sales person and distributor realize that by leveraging the new software that they could achieve new levels of production, thereby increasing their personal incomes.
The biggest hurdle with this particular client is the reps and distributors have varying degrees of comfort with technology. For example, some barely embrace use of email on a regular basis. On the other hand, some jump in full force and embrace the leverage that this CRM technology can provide.
So what is the benefit to the sales people? Primarily they have a new tool that enables them to work more efficiently. This is a function of being better organized and having functionality within the system to better manage time and relationships. The downside for each of the reps is there is definite learning curve that each must climb.
The benefit to the organization is that each of the sales reps is now highly accountable for sales activities. The CEO and sales manager now have access to a dashboard that enables them to easily monitor all activities. We now have the ability to help coach and motivate each sales person in his or her respective territory. Sales activities are now the focus of the weekly sales meetings.
Keeping sales people accountable can present a significant challenge. One of the solutions I embrace as a coach and consultant, primarily focused on business development, is implementing the right CRM and reporting functions that enable quick and easy reporting. While we know have a more organized system to manage the reps, we also have a tool that motivates the reps to be more focused, assuming each person embraces the system.
Keep in mind that whenever we introduce a new tool or technology that one of the biggest challenges will be to enroll everyone to embrace and use the system. In order to do this effectively, leadership and management must commit to providing the training and coaching to implement effectively.
The bottom line is sales people can be held more accountable when the right systems and tools are put in place. And the client now has a way to better manage the team.
How to Hold The Sales Team Accountable Under the New Rules of Sales Engagement
Selling in the Recession
Inspire, Lead, and Succeed with ACCOUNTABILITY - A Hidden Myth?
Sales VP's and Marketing VP's - Should the Roles be Combined?
Holding your self to a higher standar
Article Tags: ceo, crm technology, dashboard, downside, email, free spirits, full force, functionality, hurdle, learning curve, leverage, marketing software, new software, personal incomes, sales meetings, sales person, sales reps, ten thousand, territory sales, typical sales
|
About the Author: Clifford Jones RSS for Clifford's articles - Visit Clifford's website  Click here to visit Clifford's website   How To Hold Sales People More Accountable How to Write A Killer Business Plan |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Re: THE SECRET TO SUCCESS IS ALL IN YOUR HEAD...RIGHT NOW!!!
- Self motivation is the key to entrepreneurship, without it you are doomed. Hold your head up high and don't let the small things got you down. Stay positive and persistent and you shall have prosperity.
Different Hats
- CEO Sales & Marketing & Leadership Development Company
Strategic Vision 10
Alliances & Growth Strategies 10
Hiring & Managing People 8
Mentoring 8-9
Strategic Planning for Clients 10
Execution of Marketing Campaigns 9-10 (i have great people who do the nitty gritty)
Financial Management 9
Bookkeeping 3 (outsourced as I really hate the fine details like GST0
Administrative Follow Up 6-7 (again have great staff)
Writing & Publishing 9 (getting better all the time!)
Speaking 10 (so I have been told)
Self Promotion 9-10
Web development & Promotion 6-7 (learning more and have brought on players who are 10+)
Babysitting Employees (1 - wont do it, that's why I work so hard to hire and motivate the people I have)
Great topic Kevin!!
Jude
Hello From Marietta GA!
- Hello All!
My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: 
February 2012 Top 100 Leadership Experts to Follow on Twitter
Please Stop Calling it Coaching!
Measuring the Quality of Your Hires
The fine line 
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.