The old adage of “what gets measured gets done” is an overused/abused cliché, but it captures the essence of a SALES culture. EVERYTHING, and I mean EVERYTHING, needs to be MEASURED.
ACTIVITY / PRODUCTIVITY.
WHAT WORKS / WHAT DOESN’T.
EVERY NUMBER / EVERY PROJECT.
Two of the best people I have ever worked with offer terrific insights here.
Fred ‘Falcon’ Mickelson is a former ‘big dog’ at a very large corporation, ‘professional’ volunteer leader, board chair, and an absolutely brilliant thinker.
REMEMBER, YOU GET WHAT YOU MEASURE!
Terry Fairholm is a former Suddes Group partner and ‘hockey puck’ with an MBA and 20 years of super successful FIELD experience as one of the best campaign leaders in the industry.