Tips for Keeping Sales Professionals Accountable

After more than two decades as a high-tech executive, Elchanan Grabarsky most recently oversaw sales and recruitment for RCA Computer Corporation as the chief operating officer. In that capacity, Elchanan Grabarsky also established new accounting methods for just-in-time delivery and increased revenue by focusing on in-house sales reps’ personal accountability.

A common challenge across all types of businesses, the level of individual accountability is reflected in productivity and employee performance. The following tips can help companies implement a sales accountability plan that encourages ideal behaviors.

1. Regular interaction between sales managers and employees is essential for keeping all members of the team motivated and on track. Managers must coach sales personnel on a daily basis, highlighting good techniques and correcting bad ones, so every person is responsible for their actions.

2. At times, sales professionals may be required to negotiate new terms and make price concessions on the fly. To ensure that a sale is not lost due to misunderstanding, a company and its managers should clearly outline for every employee the level of autonomy to make real-time decisions that each one has.

3. Integrating a sales compensation structure that offers more opportunities to increase earnings can drive a sales accountability plan. A company can choose to pay additional compensation based on increased sales or on higher margins.