Ensuring Alignment of Your Performance Management Methods with Your Business Strategy When it comes to managing sales performance, two schools of thought persist: Manage team behavior (inputs) and the results will follow Manage results (outputs) and allow individuals to determine their own path to reach the desired outcomes Which type of “control focus” will ensure [...]
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I am the founder & Managing Director of Novalliance Sales Performance Partners. For the past 30+ years, we have helped equip regional and global sales organizations strengthen their strategic and tactical business development capability. My greatest interest is ‘trend spotting’ and transforming emerging sales challenges into new opportunities through the creation and implementation of new methodologies and tools. It is my desire that nova::chat will be a forum for this type of discussion. 
We focus on two critical areas for ensuring success in today’s marketplace: sales process innovation and the corresponding equipping of front-line teams with new skills and capabilities to create new opportunities, build unique customer value and generate increased revenues at higher margins. 
