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Make Sales Agents Accountable to Promote Prime Performances

6/4/2010 at 9:13 am by

support sales team Often, sports-loving parents spend ample time playing ball with their kids and teaching them the basics of the game. But sometimes, kids just don’t have what it takes to be a top athlete – and that’s fine, they’re not responsible or to be blamed for lack of skills or interest.

But it’s not fine for sales agents who you spend ample time training to not care if they fail every time they get up to bat when reaching out to potential clients. You should have a clear accountability policy so agents know their lack of productivity won’t be tolerated.

Especially in a tight economic climate, business owners can’t waste money paying sales agents who fail to deliver. This doesn’t mean you should go on a firing rampage – but you may want to emphasize the need for employees to take personal responsibility for their sales results.

One way to do this is by holding regular meetings where sales agents give each other feedback. If everyone is on the same page about best practices to secure clients and representatives know how others are performing, they may be inspired to do a better job.

ERP systems can also be a helpful way to push agents to perform. The technology can make sales results transparent across the department, and this may motivate workers to want to come out on top.

Another way to boost personal investment in sales is to implement a rewards program. This doesn’t mean spending more cash – in fact, some studies show that points-based reward programs are more effective motivators.

Support, training, and recognition go a long way in getting the most out of your sales team.  Give them the tools they need to deliver results — and grow your company.

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The Sage ERP team report on various topics related to ERP and business management.

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