I had a conversation with a very strong sales manager yesterday. We were discussing a couple of his salespeople and their nuances. He understands the importance of metrics and helping those new salespeople focus on the things they can control, having confidence that if the salespeople do the right things, then the sales numbers will follow. He has gone through the process of having other salespeople create an action plan of what they are going to do each week, so that he can help change their behavior.
As we were talking about one of his really strong salespeople, he revealed that […]