accountability

When your salespeople buy in such a way that it supports the selling process, they’ll expect their prospects to do the same.

If your salespeople are like most, they aren’t spending nearly as much time as you would like on their primary responsibility of selling. What to do?

If you have observed complacency on your sales force you must do something about it so that it doesn’t become any more contagious than it already is. What to do?

Where can you go and experience tremendous heat, lots of walking and extremely long lines? Where can you go to overhear husbands and wives snapping at each other over their kids’ behavior while their kids are generally too tired to misbehave? Where can you go to experience all of this yet still have these same people return home to talk enthusiastically about their trip?

Speaking of outliving its usefulness, how about sales managers allowing salespeople to underperform? Are we truly that desperate for warm bodies that underperforming salespeople get to remain in their jobs while anyone else in a company who underperforms gets a pink slip?

Paul DiModica is one of the forward sales thinkers I like and he has a weekly sales newsletter called BDM News. He recently wrote about his Lost Sales Analysis Tool which is a formula for calculating sales rep contribution rather than sales rep revenue.

I spoke with a manager who was attempting to solve a huge turnover problem – more than 100% annually.