Sales Management (The Brian Tracy Success Library)

FIVE

Manage by Sales Objectives

There are specific management techniques you can use to build top salespeople and top sales teams. In business, one of these techniques is called management by objectives. In sales, we call it “management by sales objectives.”

The Economist reported on a performance study embracing 10,000 organizations in twenty countries involving about 150 researchers whose goal was to determine the most important predictors of high performance and productivity improvement. What they found was that there were three essential factors that predicted productivity and profitability in competitive markets. These three were setting targets, measuring results, and rewarding performance.

The Big Three

Top sales organizations set clear ...