When you launch a new product or service you need your sales reps to start calling their customers and prospects on Day One in order to get your initiative off to a fast start.
If reps have doubts about what they are selling or how they are selling it, that fast start can be slowed or even permanently sidetracked. On the other hand, if your sales team has confidence in the sales process and the sales content that they will use to execute your launch, it will shorten the learning curve and they will be more likely to enthusiastically make those all important first customer calls.
Every interaction between reps and a prospect presents the opportunity to collect valuable market data.
You can never hope to reach 100% compliance, but an organization that is able to drive a significantly higher percentage of “right” decisions than its competition can create competitive advantage that will be difficult to duplicate.
What happens if the reps believe that their activity has little impact on their ultimate performance under their compensation plan?