Sales Management. Simplified.

INDEX

accountability

with individual business plans, 201, 202

progression of, 132–136, see also one-on-one meetings

in remediation process, 178

for results, 11

talk about, 55

tolerating lack of, 55–59

account managers, 52–53, 168

acknowledgment of sales effort, lack of, 70–71

activity(-ies)

in accountability progression, 132, 135–136

high-value, 126–127

in individual business plans, 200

judging producers based on, 12

low-value, 123–126

reviewing, in one-on-one meetings, 131

and senior executives’ micromanagement, 76–77

of top hunters, 169–171

The Advantage (Patrick Lencioni), 112

agenda topics, for sales team meetings, 143–146, 149

amateurish salespeople

as order takers, 92–94

perceptions of, 88–95

reactive, 89–90

status of, 91–92

who lead with ...