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Accountability

We’re talking about motivation of individuals here.  Best practices say we want to be clear about rewards and accountability policies so that salespeople not only know which direction to go, but that they are also motivated to get there fast. These best practices often include:

  • Compensation plans
  • Incentives
  • Expense reporting
  • Policies, processes and procedures
  • Quota targets

Tools like these are used to develop and manage individual accountability. It sounds simple, but getting a diverse population of human beings to fully accept responsibility for their roles and actions can quickly become counterproductive if there are flaws and disconnects with rewards and accountability. Sales Operations has a unique “insiders view” that permits understanding of the real issues hindering productivity so that real, lasting solutions can become best practices.

xonex_ltr“I have polled our group of sales professionals, and you received unanimous positive reviews for your excellent program. With our group, that is rare distinction!! … I have little doubt that they also took ownership of the outcome… our overall appointments are up, the quality of the appointments are superior, and the Xonex sales pipeline has never looked better.”

Xonex Relocations Services
Bill Humphrey, Vice President of Sales

By making adjustments in this area alone, I was able to transform a division from a 39% loss to 15% profit in less than 12 months. Same people, same product, same market. Different approach to rewards and accountability.

nortel_networks_ltr“We can’t wait for other people in Nortel to start putting your processes into practice. We already have a more cohesive, stable and productive organization, and we look forward to I many more opportunities to work together with you.”

Nortel Networks
Beth Barrow, Manager

I’d welcome the opportunity to do something great for you. Call me at 770-271-7719 or click the Priority Email link on the top of the right sidebar. >>>

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