Ya Gotta Know the Territory

People need to be set up for success which is why I came up with the eight great ways to organize sales people to ensure smooth selling. The first way is to set up a structure and organizational design. This begins with a five-step territory design approach. Analyze Potential. Use existing customer data to determine […]

How to Make Employee Course Corrections

Performance planning and assessment should be done on a regular basis. When done right, this is a communication tool that is a key part of sales enablement. Elements of a written planning and assessment template should include the following: Role mandate, based on business objectives and priorities Key accountabilities and accomplishments Performance objectives and accomplishments […]