IMPACT INDIVIDUAL REPS’ SUCCESS Creating an environment where ev- eryone is aligned toward a common goal helps individual sales reps stay on task with their personal responsibilities – which can help them remain account- able for those overarching company objectives. Additionally, teaching sales reps how their work fits into the larger picture can create a sense of pride and ownership in their work. Through sales tracking, sales leaders can measure and visualize each rep’s contribution toward those larger team goals in real time. With visibility on where they currently stand, reps can see their targets and where they need to improve. This, in turn, helps teams be- come more motivated and productive. Also, utilizing gamification and com- petition strategies can help keep sales fun and motivate reps to hit both their individual and organizational goals.

POSITIVELY AFFECT THE COMPANY’S PERFORMANCE When your team is held accountable and motivated by the processes in place, they can devote more time and energy toward pushing the busi- ness forward. The great thing about accountability and motivation is that it inspires those to reach further and exceed their goals – also improving upon the company’s performance. Salespeople who are productive and engaged oftentimes push their company to exceed competitors. In fact, according to a recent Gallup survey, highly engaged teams result in 21% greater profitability. Low morale and productivity are intangibles that greatly affect a company’s perfor- mance. For sales leaders, it is impor- tant to let your reps take the wheel – with parameters, of course. This will allow them to become more produc- tive and happier, which can save time and improve your bottom line. As we’ve mentioned, accountability can come in many different forms – and it’s not only for sales reps, but for sales leaders as well. Sales coaching is a way for sales leaders to help reps

set achievable goals and provide feedback on performances to ensure they are staying motivated to grow at the company and are being held accountable for their performance. While many companies have imple- mented sales coaching, many do it incorrectly or do not follow through. In addition, many companies have implemented coaching but are not documenting it correctly; or, if it’s implemented and documented cor- rectly, it isn’t properly tied to metrics. Accountability starts from the top down and creates a snowball effect. If a sales leader isn’t taking sales coach- ing seriously, neither will their reps. Establishing accountability throughout the entire company, including with

leadership, will create a more produc- tive and successful organization. Motivation and accountability are

essential to a business. Without them, growth and success for any company will be hard to come by. As many companies still adapt to the struggles of working from home, finding out how to keep sales reps motivated and accountable should be at the top of an organization’s list. By implement- ing some of the sales tools mentioned above, there is no doubt your sales reps will be more successful – making your sales team happy and keeping your customers feeling fulfilled. 

Mark McWatters is the VP of Sales at Ambition.


SELLING TIP Extra Expectations

It’s a new world. The good old days have long since dissolved into expired time. “Getting by” is no longer enough. Customers don’t reorder anymore just because you’re a familiar face. Return business can no longer be taken for granted. Nowadays you have to put out a little extra effort to win cus- tomer loyalty, because, if you: • Do less than customers expect, they perceive service as bad. • Do exactly what customers expect, they perceive service as good. • Do more than customers expect, they perceive service as superior. These days, “bad” clearly won’t hack it. “Good” may suffice for a while, but stands in danger of being preempted. In the marketplace, “superior” means long-lasting, repeat-order, return business. And that’s what it’s all about. How have you served key accounts lately that might qualify as giving “a little bit more”?


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