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.
Written by Randy Illig, global leader of FranklinCovey's Sales Performance Practice. This e-Book shares the lessons we’ve learned from our work building high performance salespeople, teams and cultures with many of the worlds leading brands, especially with regard to measuring ROI.
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About the Author
When it comes to sales, Randy Illig is one of the go-to professionals. An idea guy with a point of view who has an uncanny ability to also be a great listener, Randy is the global leader of Franklin Covey’s Sales Performance Practice, which helps to train, consult and coach clients on how to win more profitable business.
He’s co-authored a book (Let’s Get Real or Let’s Not Play - Transforming the Buyer/Seller Relationship) and is an avid reader in the sales space, constantly challenging his own ideas and those of others. He consults from experience, having successfully founded, built and sold two successful companies and winning awards along the way, including Ernst & Young’s Top CEO under 40, CEO of one of Inc. 500’s fastest-growing companies, and the Arthur Andersen Strategic Leadership award.
Most importantly, Randy is known for his sense of humor and storytelling - just ask him about fishing, hunting, golfing, and his wonderful wife and daughter.