In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths of becoming a trusted advisor and partner to his customers through observations and stories. In this first of a series of excerpts Ben is discussing setting goals to drive numbers.
"So you or your managers meet with your folks before a new sales year begins. When it comes to a discussion of numbers, what do you guys talk about?"