Look at it this way though – Sales people are simple souls at heart, they want the quickest and easiest way to get to hit & exceed their target on a regular basis. In truth, that is exactly what management want too!

The problem is that many organisations start from the management perspective “how can I monitor…”, “how can I measure…”, “I want to see what activity levels…” etc etc. and of course we all know that from management perspectives we do indeed need to set SMART targets and then monitor against them.

But let’s step back & look at this from the Sales person’s perspective, “I hear they are putting in a new system so that they can watch our every move”, “Yes, here comes Big Brother”. We’ve all witnessed interactions like this.