Measuring ROI in your sales improvement initiatives can mean the difference between success and failure of those investments. To ensure success, we’ve learned that you have to be willing to set appropriate expectations, hold the sales team accountable and doggedly measure results. There are multiple variables in the success of sales improvement initiatives—there is no magic bullet. But since measurement is such a critical success factor, we’ve focused on sharing those lessons learned here.
About the Author
Randy Illig is the Global Practice Leader of FranklinCovey’s Sales Performance Practice and the co-author of Let’s Get Real Or Let’s Not Play. With more than 25 years of experience ranging from direct sales and general manager to successful entrepreneur, CEO and board member, Randy leads the global sales performance practice team as we help our clients build high performance sales and sales leadership teams. Randy is a former recipient of the Ernst & Young Entrepreneur of the Year award, the Ernst & Young “CEO Under 40” award, and the Arthur Andersen Strategic Leadership Award.More Content by Randy Illig