As a company owner or sales manager, you are faced with many challenges. Among these is establishing a system for holding your sales team accountable and measuring their KPIs. And most sales people want to be held accountable, they want clear goals and support in order to make these goals.
You aren’t alone if you find yourself asking your reps:
- How are things looking in regards to a particular prospect?
- How many new leads have you added to the sales funnel this week?
- Are you on track to hit your quota?
You don’t ask these questions to be difficult. You ask these questions to ensure that your team is on the right track at all times. And you probably want to help guide them if they need it.
If you are seeking ways to hold salespeople accountable, here are three strategies to stick to:
Transparency is a Must
This holds true both for you and your sales reps. When everybody is transparent, when every bit of information is out in the open, it is much easier to stay on the same page.
If this is one of your biggest challenges, make a concerted effort to share more information with your team. You can do this in many ways. From group and individual meetings to sharing data via a sales dashboard (more on this below), the lines of communication should be open at all times.
At Dasheroo our sales “team” ok Mimi publishes her sales notes after she talks to a client in Salesforce so that our product team can see what a prospect likes or doesn’t and in Basecamp so the entire company can see what prospective customers are saying. This way we’re guided to produce what we keep hearing from customers.
Set Clear Goals and Track Progress
How can a salesperson succeed if they don’t know what they are chasing? It is imperative to set clear goals and track progress in the appropriate manner.
Can you answer these questions:
- Have you set a quota for each member of your team?
- Are you tracking progress based on number of contacts made, leads added to the funnel, sales, and revenue generated?
- Is every salesperson aware of exactly what is expected of them?
If you can’t answer these questions, neither can your sales reps.
Identify Key Metrics
To make life easier, you can provide your sales team with the KPIs they should be tracking. You should also always keep an open mind if a sales rep makes a suggestion. After all, they are the people on the “front line.”
Identifying key metrics starts by answering questions such as:
- What is the best way to generate interest in a product or service?
- Which strategies have been proven most effective for attracting prospects?
- How do you find the right people, the decision maker?
You can answer these questions and identify the most powerful metrics by implementing, tracking, and relying upon a sales dashboard.
For example, your dashboard may display an uptick in leads with an increased amount of social media activity. In this case, it’s a good idea to encourage more time on Twitter, Facebook, and LinkedIn.
A sales dashboard can also be used to track opportunities by stage. Take for instance a company that uses Salesforce as its CRM software of choice.
Not only does this help salespeople better understand their funnel, but it allows them to share information, data, and metrics with managers and other team members.
It’s not always easy to hold salespeople accountable, but it’s far from impossible. Do you have any other tips to add to this list?