How To Hold Sales People More Accountable

Guest post by: Clifford Jones
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How To Hold Sales People More Accountable - By Clifford Jones

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.

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How To Hold Sales People More Accountable - By Clifford Jones

About the Author: Clifford Jones

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Clifford Jones is the founder and president of WealthNet Business Coaching, LLC based in Scottsdale, Arizona. WealthNet is an expanding and dynamic network of business coaches, consultants and advisors specializing in building and growing small companies. The WealthNet team serves past and current clients in a wide variety of industries including publishing, financial services, banking, accounting, executive search, mortgage and travel/hospitality. He and his team focus on coaching entrepreneurs and executives, as well as providing tactical advice regarding strategic planning, business development, and human capital. Cliff has more than 25 years experience as a sales, marketing and financial executive and entrepreneur. He has launched and sold several small businesses. He also has an incredible passion for helping entrepreneurs create wealth. For more information regarding WealthNet Business Coaching, LLC please visit http://www.wealthnetcoaching.com.
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