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Sales Leadership Series: Do Your Front-Line Sales Managers Know Your Business Outcomes?

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The vast majority of the front-line sales leaders I met cannot accurately articulate the corporate goal for their company or departments’ fiscal year. Most of the time I will get either blank looks when I ask, or I’ll get a lot of “um… well… it’s complicated. Do you want total sales, new sales—what exactly do you want?” (As they look around the room at their fellow front-line sales leaders to come save them with an answer). What I’m looking for is your corporate or business units’ ultimate outcome required this year.