By Mary Anne Doggett

My dad was an FBI agent. He said it’s all about evidence.

Many organizations conclude as long as a sales rep delivers results, that’s enough evidence that he or she is doing the right thing. And they may be right.

But if I were on Law and Order, I’d question whether ‘gross sales’ is hard evidence. Isn’t it important to know what drives the sale and whether there is opportunity to perhaps double those results? In a world of continuing uncertainty isn’t it riskier to bet Read on…