For over 27 years, I have worked with numerous organizations to improve their selling effectiveness. In the last several months stemming from the recessions, my phone rings frequently requesting help. At issue, the need to move more product as firms seeks higher margins during volatile times.

Contrary to popular opinion, sales managers and CEO’s do not need to increase goals, they need to increase communication and accountability with staff. There are two reasons why staff do not perform efficiently 1) poor employer and employee relationships and 2) unacceptable accountability.

First, sales managers today do not spend enough time in the field with representatives and do not take the time to create relationships with staff. A correlation exists between the relationship between employer/employee and the degree of satisfaction and morale at the job. Simply put, when employees are happy there is better work efficiency. Aiding this effort is the use of the MBWA principle (Management by Walking Around). Sitting in the office does little for relationships, knowing staff does. Invite staff for coffee, lunch or accompany them on account visits. Taking the time eliminates insubordination, tardiness and an array of other non work related excuses.

Second, accountability begins with developing metrics that staff understand and commit to. Qualitative and quantitative are the metrics used to evaluate staff. Determine those metrics by type and aligned with your sales process. Then create milestones so that individuals commit to dates and key performance measurements. Managers must meet with staff regularly to ensure progression. That requires constant communication and not waiting until performance time to review. Accountability also requires the emulation of the best practices of the best people and employing proper staff. Nothing else matters but measurements the denote account activity.

Goal revision does not alter behavior and poor business practices. Change the measurements and relationships and watch the alterations with observed behavior.

©2010. Drew Stevens PhD. All Rights Reserved.

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Drew Stevens is one of the world’s leading authorities on business development and marketing. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew dramatically accelerate your business development and sales skills visit his sales and marketing website.