Read Leadership Challenge: That Sale Was Expensive, I Think on pages 401-402 and answer the following questions:
You are Barry Jefferson. What do you believe would be important to discuss in a meeting with Grace Hart about the sales costs at Digital Dimension?
What information would you need to know to estimate the cost of making a sales call at the company?
If you were Grace Hart, what questions would you ask Barry Jefferson about implementing a cost analysis.
Evaluating performance is more than just deciphering numbers
Explain the difference between performance and effectiveness.
Identify objective measures of salesperson performance, both output and input
