I am often asked what level of control should exist over a sales team.
There are several theories that you should control everything, that you should control nothing, or that you should have balanced control.
In short, there are many theories.
The answer is not as simple as we think.
Control should always exist.
The degree of this control may vary according to several analysis vectors.
There is a maxim that we often present to our clients that can be summed up as follows:
“What gets measured happens”.
In controlling a sales team, there should be two main vectors that can help you set up a monitoring scheme.The “Short-term versus Medium and Long-term” vector
The first is whether YOUR type of sale is short-term or medium to a … [ Read the rest » ] “To control or not to control your sales team, that is the question!”