I was recently speaking with a small manufacturer of instrumentation and discovered a disconnect between management’s expectations and individual goals. The company had recently rolled out a strategic initiative for creating a new revenue stream, something they firmly believed was an important part of their overall growth strategy. However, the sales team was not behind it, as it was structured in such a way that they would receive less commission up-front.
Such a critical disconnect highlights how important it is to have your sales plan strategically linked to your business plan – often times, easier said than done.
