Do you require your sales reps to submit sales reports? Do they like doing it? Probably not.
That’s because they probably think your sales reports are nothing more than a policing action. In reality, you want them to think of sales reports as a GPS navigation system to help them get to where they want to go. To do this, you actually have to use the sales reports.
Don’t just file them away without looking at them. Write some comments on the report and return it to the rep. Sometimes a comment like “Wow, you really worked hard last week. It’s just a matter of time until it pays off!” can go along way in terms of keeping members of your team motivated. Remember, your team has to know that submitting sales reports is not just as an exercise in futility.
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