One way to make sure your team stays on track is to measure activity levels, such as the frequency of calling new prospects, writes David Brock. It's important to establish goals that, when met consistently, will help you to reach your sales targets, he writes. "[L]et each person set their own goal -- whatever is appropriate for that individual. Review that goal with them, walk through the process by which they established the goal -- this conversation by itself is one of the most important coaching discussions you will ever have with your people."
Published in Brief: