Sales reps should be held accountable for the results of price change initiatives, according to Ryan White, founder and managing partner of INSIGHT2PROFIT, in Four Steps to Get Price Change Buy-In.
Without buy-in from the sales team, the chances of achieving any desired price increase, even a small one, goes down. According to White, measuring the success of the sales team in implementing price change initiatives is an important step in getting price change buy-in and keeping them engaged.
White suggests using simple dashboard and scorecards as an easy way for sales reps to see how their sales compare to others. "Track the price performance of their customers against the wider company. Ask them to justify outliers," says White.
However, it is important that the sales team has realistic goals to work towards. According to White, "the most important determinant of whether an initiative will succeed is if sales reps are confident that they can achieve the goals."
Read more about measuring the impact of price changes in Four Steps to Get Price Change Buy-In.