Who wants to work with accountable, responsible, and self-directed sales people? Of course we all want these types of sales people in every sales team. Yet, most businesses do not support this by setting up their sales team to clearly measure and manage their sales performance.
Sales performance management begins with accurate role descriptions and perception, data collection, and measurement in line with set goals and strategy, however many organisations measure only one variable, sale results (outputs measures).
This type of approach leaves businesses and sales teams in the dark about how they arrived at their sales results making it hard to … read more by subscribing.
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