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Track all of the sales calls your salespeople make (phone calls and in person) and chart the resulting new sales orders. Make sure you create a chart that clearly shows the correlation between calls and incoming sales orders. In order to get sales, you must start making sales calls. Every business is different. Telephone calls work for some (commodities driven solely by price). Some industries require a visit and a lengthy interview and analysis (finance companies granting lines of credit (LOC)). If you have a seasoned staff who have shown success in your market, you should see your specific correlation between the two given some lag time. Chart this openly and show each of your salespeople his efforts today will pay off in earned commissions in the future, but they have to start today.
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IDEA: Measure (chart) sales calls to new sales orders (commissions) by sales person! Demonstrate the correlation.
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