Should you exercise control?
Often I’m asked what level of control should exist over a sales team.
There are several theories, some say that one must control everything, others say that one should not control anything or that one should have a balanced control.
Anyway, there are many theories.
The answer is not as simple as we might think.
In our opinion, control should always exist.
The level of control, however, can vary depending on different vectors.
There is a motto we often talk about with our customers that boils down to:
“What is measured happens”.
When exercising control over a sales team, there must be two main vectors that can help you put together a follow-up scheme.
The vector “Short termed Versus Medium and Long Term”