How to Hold the Sales Team Accountable Under New Rules of Sales Engagement

  • June 17, 2009
  • Posted by: Dave Kurlan
  • Category: Understanding the Sales Force

If you read yesterday’s post, there was a comment from Teicko who asked how you can hold the sales team accountable under these new rules of sales engagement where you must work three times harder, three times longer, be three times more effective and have three times more opportunities in the pipeline to get the same results as you used to.

How?  Hold them three times more accountable.  Three times more often, inflexible on three metrics (like new appointments, new opportunities and new qualified), and be three times less forgiving (quicker to consequences and the consequences three times more severe).  Let them know that excuses, especially those referencing the economy, won’t be tolerated.  Perform or be among the soon to be 10%ers.

I’ll be interviewing Rick Roberge, The Rainmaker Maker, today (6/17) at 12 Noon ET on Meet the Sales Experts.  Rick will be discussing Finding More Opportunities.  Listen in (click LISTEN LIVE) or visit the archive (click the 6/17 show) after 6/19.

(c) Copyright 2009 Dave Kurlan