If you are trying to grow your small business, increasing sales, retaining current customers, and acquiring new clients is a top priority.  The “engine” behind all of this is your sales team because they are the ones who have to make this happen.  How are you holding your sales reps accountable to get their jobs done? If you don’t have a specific answer to this question, and more importantly, a plan to improve accountability, then good luck with growing your small business.

Accountability at the highest level is ensuring all of your sales reps are achieving their annual quotas. It doesn’t matter if this is revenue goals, growth goals, new accounts or other objectives. What matters is that you specifically spell out what your sales reps need to do on a day-to-day basis to accomplish their goals.

Setting specific metrics around activity, such as the number of phone calls they make or meetings they have, will allow you to align their activity with their performance. Ensuring that their activity metrics, if done correctly, will allow them to achieve their sales goals, is a key component of holding them accountable. If a sales rep is falling behind their quota, simply checking on how they are spending their time can make a big difference in helping them succeed.

As a small business owner who wants to successfully grow your business, you have to hold your sales reps accountable not only to their quotas, but also the activity and work ethic required to achieving them.

Founder & President Jones Simply Sales, LLC

Dick Jones is the Founder & President of Jones Simply Sales, LLC. As a 4th generation sales professional, he has over 30 years of experience advising, coaching, consulting and working with small business owners.

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