A little known fact is that a high number of reps do not achieve their annual target. They fail to deliver the revenue they committed to at the beginning of a year. Statistics show as many as 70% of sales reps do not achieve their goals for the year.
This non-achiever group will include people who could easily rise above their current performance. They don’t, because their performance is not visible to scrutiny by their company. Visibility equals accountability. In many companies sales reps can hide their performance. They are not held to account for the activities and outcomes they agreed to deliver at the beginning of the year. If these are not measured correctly. If their results and progress against the targets are not made visible to the individual, the team and the office, then the rep might assume they do not matter. Further there will be a lack of timely intervention by managers to correct this under performance.