https://wiki.dirkjanswagerman.nl/index.php?action=history&feed=atom&title=Behavior_Based_Rewards 2026-10-25T09:05:53Z Revision history for this page on the wiki MediaWiki 1.34.2 https://wiki.dirkjanswagerman.nl/index.php?title=Behavior_Based_Rewards&diff=3385&oldid=prev 2020-08-25T09:53:16Z

<p>Created page with &quot;=Behavior control= *Salespeople are held accountable for their behaviors - the results are expected to follow (at least in the long term) * High control of behaviors by firm *...&quot;</p> <p><b>New page</b></p><div>=Behavior control=<br /> *Salespeople are held accountable for their behaviors - the results are expected to follow (at least in the long term)<br /> * High control of behaviors by firm<br /> *Firm knows (or believes it know) critical success factors<br /> *Need to measure these behaviors<br /> =Behavior Measures=<br /> * Calls<br /> ** Number of calls<br /> ** Number of planned calls<br /> ** Number of unplanned calls<br /> * Time &amp; time utilization<br /> ** Days worked<br /> ** Calls per day<br /> ** Selling time versus nonselling time<br /> * Nonselling activities<br /> ** Letters written to prospects<br /> ** Number of formal proposals developed<br /> ** Advertising displays set up<br /> ** Number of meetings held with distributors/dealers<br /> ** Number of training sessions for distributors/dealers/customers<br /> ** Number of service calls made<br /> <br /> [[Category:sales]]<br /> <br /> [[Category:M20]]<br /> <br /> [[Category:Term]]</div>

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