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The function of sales management is to measure achievements, not just actions.  To make achievements measurable, you have to list them.

The best way to do this is to treat sales as a production process.  This means a taking a different approach to what most salespeople practice  as the art of selling.  It is management’s function — and responsibility — to enable salespeople to practice the science of order production.

You can enable your salespeople to increase their earnings— and your company’s earnings— by documenting your company’s process for order production.  To learn how to do this, ask for Knotes & Comments 201.