Look for patterns

When monitoring your sales peoples activities, look for patterns. For example question why they make multiple calls on some prospects, and only one or two on others. If this is because the regular calls have higher potential or the rep is making progress this is acceptable. If they make frequent calls on accounts that are nice to the reps and avoid the prospects who give them a hard time this is a bad thing. Avoiding pain is the natural thing to do, but it is not the productive thing to do. Help your reps manage their territories and hold them accountable for calling on the accounts that will grow their revenue.

Make A Difference

Thanks Jim Busch