Leadership and measurement is where “the rubber meets the road.” It is here that sales goals and sales activity goals are developed, communicated, tracked, and coached. Coaching is integral as it keeps the leadership team engaged in the process while building the aura of ownership for overall results within each office. The focus here is to answer the question, how much, by when, by whom and for each associate to clearly understand their responsibility.
It is critical to note that often the focus is put solely on sales results without diligently reviewing sales activities. Successful sales and service organizations make the presumption is that if an associate is diligent in quality sales activities, then sales of products and services will have a greater probability of success and client satisfaction will be maximized.