8 May 2003

Beware of Data Mania

Managers can spend their careers evaluating reports and data. But what information is key to improving your sales force's performance?

by Benson Smith and Tony Rutigliano
Authors of Discover Your Sales Strengths (Warner Books, 2003)
If you want to feel good about your sales organization, grade your team against easy competition. But if you want to challenge your sales team to become world-class, then compare yourself to the very best. But to understand how good -- or bad -- your sales organization is, you must first know what data are crucial to make that evaluation. Here are the key criteria to use to use to discover if your sales force's performance is world-class.
Tony Rutigliano, a Strategic Consultant with Gallup, is coauthor of Discover Your Sales Strengths (Warner Books, 2003).
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Benson Smith is coauthor of Discover Your Sales Strengths (Warner Books, 2003).
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