Does Your Team Hate Sales Reports?

Do you require your sales reps to submit sales reports?  Do they like doing it?  Probably not. 

That’s because they probably think your sales reports are nothing more than a policing action.  In reality, you want them to think of sales reports as a GPS navigation system to help them get to where they want to go.  To do this, you actually have to use the sales reports. 

Don’t just file them away without looking at them.  Write some comments on the report and return it to the rep.  Sometimes a comment like “Wow, you really worked hard last week.  It’s just a matter of time until it pays off!” can go along way in terms of keeping members of your team motivated.  Remember, your team has to know that submitting sales reports is not just as an exercise in futility.

Aim Higher!

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Susan A. Enns, B2B Sales Connections,, or

0 thoughts on “Does Your Team Hate Sales Reports?

  1. When salespeople feel that the paperwork has little or no relevance to helping them either, do their job or better self manage their efforts, it is highly unlikely to get done.

    Just like we expect our salespeople to sell our products and services, as sales managers, we better be able to “sell” the need for our reports to our salespeople. How do we do that? Exactly the same way our salespeople sell our stuff, by showing the benefits. No benefits, no sale.

  2. Well said Brian! Sales managers have two sets of customers; their end users and the sales team that sells to them. To be successful, in both cases, a manager must help his customers get to where they want to go.

    Thanks for your feedback!

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