How Do You Hold Sales Representatives Accountable? - a podcast by Fab Calando & Paul Lafleur

We often hear this question.

It seems like a simple enough question. If you asked 100 small business owners, you'd get many different answers and opinions. 

Sales reps will always tell you that they're doing great. 

- "I'm doing all the right things!"

- "We're out in the field!"

- "We called all our old customers!"

For every sale, they say, "I was right there with them." So how do we hold sales reps accountable?

Salespeople are self-selling and will sell themselves short before they showcase their lack of skills or knowledge.

When it comes to keeping sales reps accountable, it does not necessarily have a one-size-fits-all or silver bullet system but rather a process where you can blend your current workflows and tools for keeping sales representatives accountable into one central place that everyone on the team uses - so that everyone is on the same page - from operations to managers to heads of reps.

This video explores the why, how, who and when of keeping sales reps accountable: 

• What does it mean to keep your representatives accountable?


• Why do you need to keep reps accountable?


• Who's "job" is it to keep reps accountable?


• Where do you find the data you need to keep them accountable?


• How do you keep it updated?


• When should you be keeping them accountable? Weekly meetings? Daily meetings?

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Further episodes of Ask the Right Questions, The Sales and RevOps Podcast

Further podcasts by Fab Calando & Paul Lafleur

Website of Fab Calando & Paul Lafleur