How Sales Should Respond to the Board of Directors | OpenView Labs

In order for a Board of Directors to be effective in their mission to help the organization improve, they need to see data, trends, and reports that reveal actual findings – not assumptions or guesses.

There are few things that can make a sales leader more uncomfortable than being asked questions that they should have quantitative answers to – but don’t. When leaders have to manage their teams by relying on Salesforce deal mechanics without insight into why sales professionals go off script during calls, how prospects respond to discovery questions, or when prospects go dark during the sales cycle, how can they be expected to articulate responses to the Board.




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