is one of the easiest jobs to measure and hold people accountable.
One problem I hear
and see, is that companies don't measure sales peoples behaviors. I don't
understand this. They treat sales as some “magical” process that
will happen because they gave someone the title of sales person.
Recently, I met a
sales person requesting help in tracking his sales performance and
work. He wanted to do certain things, prospecting calls per day,
face-to-face meetings per week, dollars quoted, and accountability for sales
booked. He wanted help in understanding how to build a sales process.
Next month I am
starting a sales accountability and tracking program, a great lead-in for
starting a new year. If you would like to join and get free Monthly sales
trackers opt in to Free Sales Tracker.
If you really want
to excel in sales and don't have an accountability group within you company,
find some like-minded people and meet weekly to see how your behaviors are
working or not.
Last week I talked about goal setting and a program I am looking at – go to Goal Setting.