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Find out. Take just a few minutes to complete our
Dimensional® Behavior Questionnaire.
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For consulting, assessment, and training services that develop and motivate people
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Sales Leadership:
Linking Sales Strategy to Sales Results
By: Victor R. Buzzotta, Ph.D., and William E. Beane, Ph.D. |
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- Does the sales force (sales managers and salespeople) have the capabilities
required to execute the sales strategy?
- Does the sales strategy form the foundation for planning and focusing sales
resources at field level?
- Do the sales organization's leadership policies and actual practices support
the effective execution of mission-critical sales behaviors?
- Do salespeople understand how their sales practices and behaviors make possible
the achievement of the organization's sales strategy?
- Is there a mechanism in place to track progress towards sales goals that will
ensure accountability for, and adherence to, sales practices and behaviors?
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Figure 1 gives an overview of
our sales leadership model:
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