With the ongoing digital transformation befalling almost every industry organizations are rushing to implement processes that will help them ride through the times. A common fallacy that companies are committing is that their sales personnel are not being measured as per the demands of the company’s corporate strategy. They continue to be measured on the lines of their contribution towards the total revenue. While this seems like a sound strategy, until we consider that many of the sales staff are simply re-selling products that have made the company money over years, but have started falling out of favor. So they must instead be measure for selling the right product and not only sales. A percentage of those sales must be for new-economy products or services. Thus alignment of the metrics with overall targets is a must.



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