Hi Peter... Thanks for contributing your question

I am not sure from your question if you have had sales experiance or not, but I am guessing you have not. The problem with sales people is that they are often out on the road running their own patch and can sometimes feel that management is wasting their sales time. As managers we turn a blind eye to this attitude when things are going well but when this are not so good we start to worrey. We wonder what the sales people are up to.

To solve this we have to go back to basics. We need to start getting the sales people to submit the standard reports. Activity Reports, sales analysis etc. (You will find blank templates in the Resource Center on this site.)

From those reports you can develop strike rates and start to measure the team's activity and results against eachother.

Be careful not to over manage everybody. Try getting them to do a Personnality Profile each and see who needs more management.

I notice that your team are not signed up for sales coaching on this site. This might also help them to grow their skills and sell more.

Richard

In fact Peter, they should be planing their week in advance with what meetings they have set up with an objective for each meeting. Then at the end of the week they should complete the activity report with the details of the meetings and if they achieved their objectives. From this we can easily calculate a strike rate.