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Post by account_disabled on Dec 14, 2023 8:29:57 GMT 1
King and they must do what they see to get the sales and, at the same time, they are insisted that the sale for which they are going to be measured and rewarded must result from a certain way. However, many times we are faced with a false and harmful dilemma. In reality, the control elements of commercial management should be seen as a flow in which, at one end, we will have total control by results. At this point, salespeople are rewarded for results and are pressured and even harshly managed to achieve results. At the other extreme, it is about controlling all the behaviors of the sellers through various Country Email List forms and mechanisms that allow exhaustive, meticulous and constant control and supervision. The business model of most companies must end up somewhere between these two extremes. However, in practice, the tensions to control behavior or results can end up unbalancing the model, reducing its effectiveness. Therefore, the first step is to decide at which point of the results/behavior control spectrum we have to situate our business model and assess whether our current model is at the point that we consider optimal. At each moment, the decision may be different.
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