Measure top salespeople and increase sales

It’s important to measure all sales staff, irrespective of performance, to ensure consistency of treatment across the entire team and a fail-proof scheme should sales decline. GRETCHEN GORDON reports.

I recently had a conversation with a sales manager about some of his staff and their personalities. We discussed the importance of measuring performance, helping new salespeople focus on the things they can control and having confidence in the kn...

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