Sales Management
Does Your Sales Team Need More Structure?
According to a survey conducted by the Harvard Business Review earlier this year, there are five things that set top-performing sales teams apart from average and low-performing sales teams. Of those five things, the two that are most actionable are that high performing sales teams tend to “employ a more structured sales process” and “hold their team members to a higher level of accountability.” As a manager of a sales team, a well-structured process can help you set and meet sales planning objectives more consistently, identify problems within your team, motivate your salespeople to achieve greater success and hold them
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