systems, it doesn’t exist, and reps can’t be compensated for it. Back at Salesforce.com, the benefits of this strict auditing process, even though it took a little extra time and energy, were clear and solid: When I reported my results up the chain, including to Marc Benioff, I had total trust in the integrity of the data. I had rock-solid ROI proof of the team. The auditing forced the Sales Development Reps to step up the quality of their work, and reduced the temptation to push boundaries, such as poaching a lead from the inbound team. It created trust within the team that everyone’s results were fair and that no one was cheating.