Sales Management. Simplified

a culture with greater visibility, widely distributed sales reports, and a relentless focus on goals.

You cannot build a sustainable productive, healthy sales culture without a laser focus on goals and results.

Are the goals of your sales team and each member of it clear

business was about hitting numbers and achieving goals

The very act of articulating goals, tracking results against those goals, and publishing the results along with a relative ranking of sales team members’ performance was considered good sales management. How else would you know how the team and each member are performing?

Organizations don’t change from the bottom by improving the skills, techniques, and attitudes of their salespeople.