Andy Martin - YRC Logistics EU

It has been interesting to fact find over the past 12-18 months on how other companies measure their sales force. We have seen various methods like high call targets at 20 per week and high financial targets. The sensible and most productive method seems to be yes you have to measure sales staff and yes they have to complete reports, but you measure with common sense. Setting unreasonable call or financial targets is a recipe for failure. Once a sensible target is agreed, missing the target is not the end of the world provided there is effort and desire.

Sales staff will always have good and bad patches and it is good management to help the team through the bad patches. It is also good management to ensure sales are given a constant stream of support and competitive advantages. What experiences do you have in managing sales and what do you consider to be a successful salesperson? I recenty read an interesting article about Sales measurement on Stephen Schiffmans Blog and have attached a link so you can have a read.

Also I have to mention the play off final at Wembley this week. I have tickets for my wife and 2 sons to cheer Leeds United on. I will be playing my video of Billy Bremner and co this week to get me in the mood!