The truth is most companies, and by this I mean their leaders, sales managers etc have never actually taken the time to map out the most efficient sales process for their sales people, and then introduce “Performance Standards” into their organization that ensure that these processes are followed on a routine basis.  Even fewer Sales Managers have ever looked at linking financial compensation to their sales processes.  Dale Beaumount and Wayne Berry explore the strategies available here in this second video in this series.

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