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Chart your company’s number of active customers each month. Estimate their sales potential. Are you growing or shrinking? Where are the customers (source of dollars) located, who are they and what are their potentials (size, number of locations, demand)?  Which of your sales representatives is bringing the new customers and new sales orders into your company and which are failing?  Who is losing customers and why? Do all you can to increase customers including new customer awards/bonuses/incentives but do not hesitate to terminate those sales representatives who are not going to make it.  These are the ones who regardless of their efforts, still cannot generate a good relationship with customers.  Go and search for candidates that can draw customers and make them happy.  You cannot afford to keep lousy sales personnel.  Your financial statements will show you the reason why.

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