Sales Force Accountability

Understanding the Sales Force

Sales Force Accountability

Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
One of my clients took a position as Worldwide VP of Sales at a very large, well known company. He quickly learned that there hadn't been any accountability there for years. Taking a page out of my accountability book, he quickly set clear expectations and communicated them daily. He let everyone know what would be required in the way of performance, activity and reporting. Then he gave everyone a deadline to comply. The company's top salesperson, the one who had the biggest year over year sales, did not comply. He was given several extensions and each time he failed to comply. He was given a final warning with termination as the consequence. Again he did not comply. He was promptly terminated.

News of the unexpected action made its way around the sales force in record time. The following weak, those who were already in compliance provided even more data in their reports. Those who were complying but only minimally, were early and detailed, and the data indicated that everyone had performed more effectively than ever before.

For those of you who are afraid to hold their salespeople accountable, let this lesson prove that the worst that can happen is already happening. In response to the likely, "What if it backfires?" question, how can it backfire any worse than most of your sales force making excuses and underperforming.

"What if those underachievers leave?" Lucky for you. You won't have to terminate them. That's the wrong question to ask, anyhow.

You should be asking, "What if it works? What if I can really do this? How much better will things get and how quickly will we get there?"

Sales Force Accountability. If you can do it in a huge company, think how much more effectively you can do it in a small or medium size company.

© Copyright 2006 Objective Management Group, Inc.

Posted by Dave Kurlan on Sat, Dec 09, 2006 @ 10:19

COMMENTS

I used to think that obtaining CRM compliance could be achieved through a challenge to the sales force such as this. After conducting extensive research on what I have termed "The CRM Dilemma," I now know it will only increase "gaming." There is a great quote from Douglas Hartle that says "It is a rare dog that will carry the stick with which it is to be beaten." The manager in this story may be telling his sales force he will beat those that do not carry the stick. Feel free to check out my research, informally presented on my blog.

posted on Thursday, February 28, 2008 at 1:23 by Arne Huse

Very pleased to read your article, thanks for your work.

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Understanding the Sales Force

Sales Force Accountability

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