A very big part of helping your sales reps succeed is just creating simple rules and expectations. Anything confusing will lead to wasted time and energy by the rep.
Some examples of what should be crystal clear:
* A clear territory (& ownership rules)
* A clear compensation plan & goals
* A clear profile of the target customer(s)
* A clear process to generate opportunities at these targets
* A clear sales process to work and close opportunities
* Clear sales support processes (booking an order, finding & sending collateral, etc)
* Clear visibility into their ‘business’ (CRM dashboards)
* For new reps: A clear idea of where to begin
And for comp and territories, can you PLEASE make sure they’re done before the quarter begins? Nothing will happen until those two pieces are locked down with certainty for the rep.
Get the idea? The more clarity they have, the better they will perform.
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