Changing Sales Habits Using Guidance

February 9, 2015

Most sales leaders realize it’s impossible to direct their teams’ every move, but they also know they won’t succeed with complete autonomy. What is the right balance of sales management control versus sales rep discretion to maximize results, and how can you achieve it?


Most companies focus sales measurement on process-centric metrics, such as number of calls and reps’ total sales. While monitoring activities and keeping score is necessary, it provides little help to managers and reps in understanding what they need to do to be successful. This in-depth whitepaper covers critical factors to achieving this balance. 

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