Your Team’s Performance; It Is Not What You Think It Is

How do we know how our sellers are performing?  Have we set clear outcome-based goals?  Often performance is more than just making quota.  It is also contributing to the team culture, leading the team to secure resources on behalf of the customer, delivering value, and fostering deeper customer relationships.  When talent is so scarce don’t we owe it to ourselves and our team to dig in a bit deeper and really understand what's going on?  In this episode, Helen Fanucci and Susan Finch discuss these questions and more.