Perhaps you are convinced that the “one-card” system of assigning points for each phone call and closed deal is the only system that will create accountable sales professionals and guarantee their success. After all, it made you a success, and it’s clearly an effective system. If you believe it’s the only effective system and you won’t tolerate a member of your staff who deviates from it, make its use a condition of employment. And make that rule known to every associate, from Day 1 on the job.

Be clear with your staff that certain behaviors, schedules, and activities are non-negotiable, whether it’s for the first six ...

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