Hold Your Sales Team Accountable
How do you approach poor sales performance? This method may be more effective than the alternative...
I would not take away perks that you’ve already provided them – car allowances, computers/tablets, smart phones. Instead, why don’t you hold them more accountable for some of the things you’d like to see happen with them in order to justify the continued availability of these items? Things like steady new account production, decreased sales attrition, timely and accurate completion of paperwork, or spending more time prospecting, to name a few.
The key here is to follow through on any threat you make if performance does not improve – otherwise, you are not holding them accountable.
-Vince DiCecco, Your Personal Business Trainer