Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 16 years, his consulting, advisory, and platform services have rejuvenated the sales efforts for partners throughout the world. His book Leading High Performance Sales Teams is a best seller.
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Structure your compensation to align with your company's goals and ensure your sales management team understands the goals they must attain.
All you need to do is focus on your ABCs.