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We’re a really process-driven, num-
bers-oriented organization and believe
deeply in putting the information the
team needs into their hands in a way
that makes it as actionable as possible.
We’ve always had reports available that
PRODUCTIVITY
LOOK FORWARD, NOT BACK
A NEW, PROVEN WAY TO ACHIEVE YOUR SALES GOALS
BY CATHERINE GRAHAM
JULY 2015 •
PPB
• 69
THINK
E’VE LEARNED A LOT ABOUT
sales
management over the years and have made
many mistakes. The most important things
we have learned, though, come down to the tools—not tools
like computers or software but tools you give to your salespeo-
ple to teach them how to reach their goals.
W