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“Are we expanding our sales force appropriately to match needed sales growth and market penetration? 2. Are our reps properly trained, and what is the lag time between training and an effective rep? 3. Is our compensation package and awards program sufficient to attract and retain high performers? 4. Is our field sales forecasting system functioning properly to anticipate negative trends? 5. Can we continue to leverage the sales expense line without damaging sales? 6. Is our expense budget tracking system effective? 7. Are we accurately monitoring sales force morale? 8. Is our pay schedule competitive?”
― Nuts and Bolts of Sales Management: How to Build a High-Velocity Sales Organization
― Nuts and Bolts of Sales Management: How to Build a High-Velocity Sales Organization
Connie Wilson’s 2025 Year in Books
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