The Sales Manager’s Success Manual

Chapter 4. Sales Control and Policies

	If you want to make enemies, try to change something.
	--WOODROW WILSON

Sales Controls

Controls are the company’s method of directing and measuring sales activity across the entire organization. Typical sales controls include quota assignments, compensation, expense budgets, activity or funnel reporting, gift policy, rules, forecasting, travel and entertainment reporting and policies, car policy, territory, account selection, and training programs. Sales controls also include derivative metrics such as call activity, close ratio, turnover, and quota performance. Without controls and policies, sales managers would spend unproductive time making individual decisions that are easily codified by controls and policies. ...