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The Sales Book by Graham Yemm

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Establishing your expectations

Objectives

  • To understand the importance of clearly communicating the standards and objectives with your sales people
  • To identify options for explaining your expectations clearly
  • To use these expectations to monitor and maintain performance

Understanding

It is fair to presume that most people, including those in sales, do not intend to underperform or fail to meet their manager’s expectations. Which begs the question, why do they? Too often the reason is simple: the expectations are not clear or not expressed succinctly. The managers may talk about them and why they matter. Alternatively, they think that it should be obvious that certain things are expected. There might be some truth in this and maybe the sales ...

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