Dirkjan: Created page with "=Outcome control= * Salespeople are held accountable for their results but not their behaviors * Low control of behaviors by firm * extreme is manufacturers’ reps: Jamestown..."

2020-08-25T10:27:21Z

Created page with "=Outcome control= * Salespeople are held accountable for their results but not their behaviors * Low control of behaviors by firm * extreme is manufacturers’ reps: Jamestown..."

New page

=Outcome control=
* Salespeople are held accountable for their results but not their behaviors
* Low control of behaviors by firm
* extreme is manufacturers’ reps: Jamestown
* Need objective measures of results
=Outcome Measures=
* Orders
** Number of orders
** Average size of orders
** Number of cancelled calls
* Accounts
** Number of active accounts
** Number of new accounts
** Number of lost accounts
** Number of overdue accounts
** Number of prospective accounts

[[Category:sales]]

[[Category:M20]]

[[Category:Term]]

Outcome Based Rewards - Revision history

Dirkjan: Created page with "=Outcome control= * Salespeople are held accountable for their results but not their behaviors * Low control of behaviors by firm * extreme is manufacturers’ reps: Jamestown..."