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It happens all too often in sales teams. The manager outlines on a whiteboard the revenue that’s expected to come in for the month and each team member gives a quick overview of what activities he or she has planned.
And that’s as far as it goes. The weeks pass. Deals aren’t closing and the manager has no insight into why. Some members of the team are open about what they’re doing, and the challenges they’re facing. Others are less so.
This is a team that’s stumbling along without a clear idea of where it’s going; how it’s going to get there; or what to do about the potholes along the way.