Yes, you read right. An accountable sales team can be a happier one. When people know what’s expected, they can gain satisfaction from delivering. As this post on SalesProBlog explains, you need to…
Let your sales team know what’s important.
And sales may be too simple an answer.
If your company is trying to establish a beachhead in a new market, you may be concerned with awareness and the quantity of activities. If market share is your goal, the quality and outcomes may be more important.
First and foremost, you need to define what is important to achieving your company goals. Then…
Decide what to measure in the CRM and how to interpret the metrics.
Salesforce can give you lots of information, but interpreting that information is as much art as science.
For instance, Total Dollar Sales may not be a fair measure for different reps in different territories. Same for Closing Ratios, where you’ll also want to know what activities or sales lead sources deliver the best numbers.
You’ll need to decide how you want to interpret Per Prospect Sales Amounts, Closing Rate vs. Sales Cycle, Pipeline Accuracy and the all-important Activities. As SalesForcePro says…
If it’s not in Salesforce, it doesn’t exist.
And that may be one of your biggest challenges to accountability. In other words, you need an accurate reporting of every sales activity and outcome to help team members meet their goals.
The typical sales rep spends over an hour a day on data entry. They’d be happier with accountability if they could use that time to sell. With Rollio, they can.
Rollio automates Saleforce data entry. A 30-minute Salesforce update can be completed in about 30 seconds. To see how, check out Rollio or contact us for a free demonstration.