Moving sales staff up a gear

摘要

Dealers sometimes need salespeople to move up a gear. Traditionally, managers do this by setting them a higher target and expect their ambition to do the rest. The problem with raising a forecast or goal is that too often, the salesperson never says what they will do differently to make it happen. It stands to reason that if a salesperson sold 10 units last month and wants to sell 12 next month, they will not get the job done with doing what they have always done.