Have you ever wondered why some sales teams blow their numbers out consistently quarter over quarter, year over year?  In a discussion with a friend of mine we both agreed that the most successful sales teams we had encountered always had a culture of accountability.  It usually started at the top and worked its way throughout the organization.  The accountability extended over a wide variety of sales areas from activity, to forecast accuracy to closed business.  Most sales reps have a high degree of self motivation, but when the whole team has that self-motivation it can be awesome to watch.
Why is it Cisco continues to hit their numbers?  They’ve been around a long time and most companies no longer have the level of accountability they do, but yet their sales teams still do forecast calls on Sunday afternoons.  If people don’t hit their numbers they don’t keep their jobs long.  If they do hit their numbers they move up in the organization.  It is very impressive a company Cisco’s size has been able to maintain that level of accountability within its sales culture.

We find that more and more companies adopting Jesubi want the level of accountability Jesubi provides for funnel management.  Its hard to have a great forecast without having great activity front ending the forecast.   Our customers now understand for every 10 conversations they have they get 3 meetings and from every 3 meetings they get a new name customer.  When you have metrics like that you can instill that culture of accountability and have everyone contributing at a similar level.