Decision Tool

Conducting An Annual Sales Management Process Assessment

January 1st, 2018


Defining a consistent series of meetings between first-line sales managers and sales reps can yield a wide range of benefits. However, if participants don’t follow the meeting schedule or arrive unprepared, these benefits can quickly fade. In this report, we define a checklist for assessing an organization’s sales management process, identifying gaps, and putting an improvement plan in place.

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