Monitoring sales productivity with thank-you notes

04/30/2014 | Baseline (free registration)

The best way to measure sales performance is to compare actual revenue with forecast revenue, according to Jeff Sheehan, author of "Hired! Paths to Employment in the Social Media Era." In addition to monitoring results, Craig Wortmann, founder and CEO of Sales Engine, says he tracks the number of thank-you notes he has written. "If I'm generating leads and pushing those leads into the sales process, chances are that I've now got someone to thank," he said.

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