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The Solution: Results-Based Management
Many sales managers view their primary role as training the
sales team on products/applications, selling techniques, and
closing the sale. While those are key responsibilities, a
consistently effective team requires leadership, objective
setting, and the ability to develop skills.
Focus America will work with you to build a Results-Based
Management philosophy and approach to managing the team via
the Personal Quarterly Objective tool (PQO).
The PQO will ensure your leaders work hand-in-hand
with each sales person to establish clear and detailed quarterly
objectives (including skill development), evaluate their performance
against those objectives, identify gaps impeding performance,
and build an action plan to solve it.
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