Even if your sales reps are meeting their quotas, you still need to know how they’re spending their time. If you don’t, this is just plain foolish business. You’re likely wasting resources and missing fantastic opportunities.

The best sales reps I’ve seen want to get better. They want to improve and see accountability measures as tools to help them do that. If you’ve got sales people who resist and resent any kind oversight, you need to ask yourself why that is.

But more importantly, do you want sales people who just meet quotas, or do you want people who are constantly trying to figure out how to exceed them?