Do you sales reps have written goals? Do your employees have written goals?
Goal setting is one of the most powerful tools and methodologies to improve engagement - engagement of sales people and engagement of employees. Billy Cox writes in the All Star Sales Book: Get in the Game, Boost Your Number and Earn the Big Bucks “Why do such a small percentage of people reach the elite performer status? Why do these top few make most of the money? And, how can you become one of them? Winning in sales is no different than winning in sports, business, and life. The next generation of salespeople may know how to close a sale, but most don't know how to effectively develop their mental aspects of the game. As a result they never make it to the top and they sit around wondering why others with less talent keep passing them by. In the game of sales, business, and life there are no time-outs, no overtimes. You only get one chance to play. The question you have to ask yourself is, ‘Do I want to wait on the sidelines or do I want to win?'"