Whose target is it anyway?

So whose sales target is it? Well that‟s the starting point and where we have seen greatest success we have also seen this question answered most effectively. In organisations that are driving sales performance upwards month on month, the accountability and responsibility for sales achievement is clear. Where we are seeing sales performance stalled or continuing to fall we are simultaneously witnessing the same confusion about who is accountable for what. Furthermore, we are likely as not to see the same people perpetuating the confusion.

Download full article