Psychology of Sales Reluctance authors George Dudley and Sharon Goodson interviewed 1000 sales reps across the country and had some interesting findings. One item that caught my attention was that "...personal accountability seems to play the largest role in whether or not a new recruit develops into a sales superstar."

Here are their findings:
Low performers often fear their cold calls will be seen as pushy or intrusive.
Top performers assume their calls are always welcome because they have information that can benefit the prospect’s business.
Low performers generally feel there are only certain hours of the day when cold calls should be made.
Top performers feel any time is the right time (assuming the correct adjustments are made for time zones and callbacks are scheduled effectively).
Low performers blame poor results on factors that are out of their control, like non-receptive prospects, bad leads or poor market conditions.
Top performers are the first ones to evaluate their own performance, as well as key metrics, to determine what needs to be adjusted and how to go about doing so.

With more companies moving to Call Reporting or Activity Tracking solutions, more reps are pushing back on the idea. Keep in mind, Top Performers really don't mind if someone is looking over their shoulder...it's really no big deal. In fact, they probably can see their own needed adjustments long before management!

My advice, give them something to look at. More calls, better prepared calls, better quality calls... all equal MORE SALES!

The bottom line: Top Performers, no matter who is watching, close more deals!