“Just because reps know what they need to do doesn’t mean they’ll do it. It’s like going to the gym \u20ac\u201c you know you should go on your way home, but there are usually myriad reasons for not getting there. Thus once you clearly set goals and expectations, your reps need to commit to achieving them.”<\/p><\/blockquote>\n
Later in the article, the author mentions that there must be consequences for noncompliance. The sales manager must be prepared to follow through with the consequences which is another discussion in itself. These tips are a good start to turning around an underperforming sales team.<\/p>\n","protected":false},"excerpt":{"rendered":"
One of the most important responsibilities for any sales manager is holding their salespeople accountable. Some sales manager only truly approach this topic at the end of the commission cycle when the rep is underperforming against quota. This approach is better than nothing (which I have personally experienced). This article from Selling Power provides a great process for holding salespeople accountable for consistent revenue production. The takeaway quote: “Just because reps know what they need to do doesn’t mean they’ll do it. It’s like going to the gym \u20ac\u201c you know you should go on your way home, but there are usually myriad reasons for not getting there. Thus once… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[4],"tags":[],"class_list":["post-25","post","type-post","status-publish","format-standard","hentry","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-p","jetpack-related-posts":[{"id":1581,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/5-questions-for-every-sales-manager\/","url_meta":{"origin":25,"position":0},"title":"5 Questions For Every Sales Manager","author":"Derrick Moe","date":"May 20, 2008","format":false,"excerpt":"A good article here from Selling Power titled Five Questions Every Sales Manager Should Be Able to Answer.\u00a0 The questions are spot on, but pay special attention to number 3 (my editing): Which lead sources result in the highest percentage of closed deals? Do you know where your best leads\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":850,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/the-case-for-selling-systems\/","url_meta":{"origin":25,"position":1},"title":"The Case For Selling Systems","author":"Derrick Moe","date":"April 24, 2007","format":false,"excerpt":"Some companies believe selling systems are restrictive.\u00a0 Other companies view them as methodical and clumsy.\u00a0 I, for one, am not a fan of the sequential step approaches that require this question be asked first, followed by this question and so on.\u00a0 Those approaches drip with insincerity. But a selling system\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1636,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/accountability-is-the-key\/","url_meta":{"origin":25,"position":2},"title":"Accountability Is The Key","author":"Derrick Moe","date":"June 30, 2008","format":false,"excerpt":"In recent weeks we have been dealing with a handful of sales managers who all have a different approach to the position.\u00a0 They are all in different industries, but their sales all have many similarities. One of the sales managers has progressed the best so far with his new salesperson\u2026","rel":"","context":"In "Leadership"","block_context":{"text":"Leadership","link":"http:\/\/selectmetrix.com\/blogs\/category\/leadership\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":564,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/accountability\/","url_meta":{"origin":25,"position":3},"title":"Accountability","author":"Derrick Moe","date":"January 10, 2007","format":false,"excerpt":"Sales & Marketing Management offers this quick article - Avoiding Accountability Talks. First, the context of the article is the reluctance of employees (and managers) to engage in holding other employee's accountable. A couple of survey stats: 50 percent say they are afraid of negative outcomes. 16 percent say they\u2026","rel":"","context":"In "Communication"","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":767,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/are-leads-dying-on-the-vine\/","url_meta":{"origin":25,"position":4},"title":"Are Leads Dying On The Vine?","author":"Lee Fratzke","date":"March 22, 2007","format":false,"excerpt":"There is an interesting article in the recent Career Concepts USA newsletter (sorry, no newsletter link). Career Concepts USA offers recruiting solutions through Career Fairs, Sourcing, and Partnership Services. They have an article on research done by Salesnet.com which found that 87% of all leads are not pursued by salespeople.\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":276,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/09\/ultimate-accountability\/","url_meta":{"origin":25,"position":5},"title":"Ultimate Accountability","author":"Derrick Moe","date":"September 4, 2006","format":false,"excerpt":"The most important sales management action may be to hold your salespeople accountable. We constantly preach this responsibility to sales managers with whom we work. Salespeople are independed animals but they still need to answer to their manager in regards to their activities. 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