sales management 14

In The Complete Guide to Accelerating Sales Force Performance, Andrew Zoltners and his colleagues present six insights for successful evaluation and control systems. They are summarized on page 340 of your text.

In your journal, comment on 4. Evaluation systems must leverage a person’s motivators. If you are employed or ever have been, think about an evaluation system that has been used on you. How did you feel after the year-end review? Did the system motivate you? What would you have done differently if you had been themanager conducting the evaluation?

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