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The Sales Book by Graham Yemm

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Establishing standards of performance

Objectives

  • To understand the concept of standards of performance (or key performance indicators)
  • To be able to identify areas to set the SOPs for your sales people
  • To understand how to use standards to drive sales performance
  • To set both quantitative and qualitative standards and share these with other functions

Understanding

A challenge for any manager or leader is to ensure that they are treating everyone fairly and sales is no exception. In fact, at times, it can be harder to achieve fairness in sales because so much of the judgement is based on sales results. Although achieving sales are an important measure there can be many factors which contribute to successes and management either can be blinded ...

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