September 16, 2011 | By Mike Ryan
Is your sales plan focusing on behaviors that are critical to selling success or is it simply pointing to the end result? As we emerge from one of the most difficult economies in recent history, is it time to consider rewarding salespeople not only for the sale, but for all the other steps that they manage through the sales process; targeting, planning, messaging, collaborating and negotiating. The answer depends on how much importance your organization places on the sales process itself.