July 2015
Beginner
112 pages
2h 22m
English
Content preview from Sales Management (The Brian Tracy Success Library)Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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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 ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.