More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make—and Get Extraordinary Results

Doing it again and again and again: That’s what separates the one-year won-

der from the rest of the lot. Real superstars use their strengths to stay on top.

As a manager, your job is to reward performance; your goal is for your sales

team to become individual superstars. Most managers are great at rewarding

for revenue, but measuring and rewarding the things that make a team or an

individual a superstar is not often in the cards.

Well, it’s time you started measuring and rewarding your team for the ef-

forts that will make them superstars.

The Revenue = F+C+T Formula

Let’s assume you have a $10 million quota for the year. It could be $1 million,

$1 billion—whatever ...